PreSales Times by PreSkale (Print 48 - 04Jan23)

??Content Spotlight

The 5 Buyer Enablement Levels

By Mark Green

Marks identifies the four phases of the buying process as Need, Learn, Buy, and Value. Taking these into account, he demonstrates how buyer enablement levels are changing over time and how you may raise your game.

Level 1:(2015) The emergence of RFP automation. RFP automation refers to the application of technology to the duties involved in the sales cycle like developing, managing, and assessing an RFP.?

Level 2: (2019) At this time, there was a lot of emphasis on SaaS models, where you could sample the product yourself and then pitch it.

Level 3: (2020) Demo automation takes precedence at this stage when people were guided to the ‘Need stage’, and then automated demos attempt to answer their problems.

Level 4: (2022): In addition to the first stage of need, the prospect is now guided through the first three phases of the buyer's cycle, namely Need, Learn, and Buy.

Level 5: (2023) PreSales, along with the Need, Learn, and Buy stages, will now begin to influence after-sales activities.

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???Podcast Spotlight

Customer Life Cycle: PreSales Impact w/David Ashworth

By James Kaikis

According to David, when you concentrate on the customer experience in addition to the results, both the customers and the business ultimately grow. He goes on to talk about a potential problem in presales where the SE position is expanding to include post-sales activity.

Additionally, they carry out tasks for which they are not compensated, making it impossible to measure the influence they have on the organization.

He adds that in order to increase product ownership, we need to support other customer success groups and not rely as heavily on the presales staff unless there is a chance to generate revenue.?

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???Webinar Spotlight

Customer Success Bootcamp: Customer Goals - How to Identify, Track and Achieve Them w/Kristi Faltorusso

By Dave Blake

Kristi shares some insightful tips on how to achieve customer success, beginning with how you should create goals with your customers:

1. Start by having a discussion about setting goals.
2. Help them comprehend the potential of your solution.
3. Make sure to set wise objectives.
4. Make a strategy to attain these objectives.
5. Install a tracking system

She advises that in order to develop wise goals, they should be time-based, relevant, specific, measurable, and attainable.

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