Pre-sales activities are an important part of the sales process, and a vital component for any business seeking to establish a successful, yet repeatable, selling motion. The goal of the pre-sales team is to build a relationship with the customer and understand their needs, wants, and expectations before they buy. In a nutshell, it’s an opportunity for companies to establish themselves as trustworthy, credible, and reliable.
With that said, it’s also important to ensure your sales teams are able to deliver on their promises. Which means there may be some things you need to optimize within your sales process in order to drive successful outcomes.
In this blog, we’ll cover 3 pre-sales activities we feel will revolutionize your sales process.
Step 1: Prepare your team
Sales training is an important part of the sales process and is designed to help salespeople understand the mindset of their prospects. It also helps them get a better understanding of the motivations behind buying decisions and how they can better reach out to their target audience. The first step in preparing your team for business success is to identify the skill sets they need to develop. This can be done by conducting a needs analysis and identifying what skills are required for your company’s business model.
The following are some of the ways you can prepare your team for success:
- Create a sales training plan that includes goals and milestones
- Ensure that your employees have a clear understanding of their role in the company's overall strategy
- Create content that will help your team learn how to sell more effectively and efficiently
- Provide ongoing feedback on performance and progress
Step 2: Identify pipeline bottlenecks
The first step in the process is identifying which pipeline bottlenecks exist in your company. This can include things like customer objections, or questions around adoption and support.
The most common objection handling issue is when a customer is not comfortable with a product or service because they don’t know how it will benefit them. An effective way to handle this type of objection would be to provide more information on how the product or service will benefit the customer.
A traditional solution would be to create your own FAQ page which would provide answers for common questions in an easy-to-read format. However, customers are looking for more interactive and detailed methods for getting their questions answered. Vehicles like video offer customers the ability to see first hand how their concerns will be addressed.
Step 3: Use automation
Speaking of bottlenecks, whether you need to train your pre-sales team or equip them with objection handling best practices, you’re likely going to need more content. Which can entail some additional barriers to overcome. Some of the most common bottlenecks are:
- Content creation process is slow and not efficient enough to meet the demand of the business
- There is a lack of quality content ideas generated by the team members
- The team members lack creativity and skills needed to produce high quality content
The use of automation in the workplace is a hot topic these days but the benefits of automation are clear - it helps to reduce the workload, increase productivity and improve quality. Bottom line for you in this scenario, automation will help you scale whatever efforts you are investing in to improve your pre-sales efforts.
How Guidde can supercharge your sales process
Wouldn’t it be great to have one solution that help you address each of these recommended steps? Believe it or not, in each of these scenarios, Guidde is the best option you have. With arguably one of the most intuitive user interfaces, literally anyone can use Guidde to create written documentation and how-to videos in a matter of clicks.
Training a new pre-sales cohort? Use Guidde to record best practices from seasoned experts. Need to create a library of adoption videos? Guidde can accelerate content production to drive customer success. And when it comes to automation, Guidde automatically records and documents processes step-by-step with clear annotations.
All the way around., Guidde is a win-win. You can actually try Guidde for free with this 14-day trial offer. Click HERE to download for free.