When do we need to implement the pre-sales area?
Posted: Mon Feb 17, 2025 3:36 am
The first step in implementing a pre-sales area is to analyze the maturity level of the company's sales strategy .
We explain: at the beginning of the process, it is recommended to maintain the division in the most traditional model. Marketing will be in charge of preparing the lead and, when it is duly qualified, sales will take over to make the proposal and guide the closing.
If the job is done right, the number of leads will tend to increase, to the point that the sales department will have to start filtering who has priority in attention. Logically, it is clear that the zone will leave out the coldest ones.
When this happens, it is time to designate specific professionals to handle that portion of leads that are not yet ready for a commercial approach.
Why is it important to carefully analyze the appropriate time frame for this change?
It cannot happen without a consistent foundation, because this will harm the pace of work and may even hinder integration between corporate areas.
Another important detail: the pre-sales executive (SDR) requires specific training and to develop it we must have a broader vision of the company's sales process .
What does the sales development area do?
To think about the best way to structure kuwait phone number list the area, consider that it has 3 basic functions:
qualify leads;
connect them with the company;
and finally, make the conversion.
What is meant by conversion? It depends on the type of business we are talking about.
If it's something that requires product demonstrations, for example, the pre-sales work ends with scheduling a meeting with the sales executive.
In the case of less complex sales, we can consider the job well done when we are able to take the lead to the last stage of the sales funnel . In other words, we have a “hot lead” who has already received all the necessary information and is ready to receive the proposal.
We explain: at the beginning of the process, it is recommended to maintain the division in the most traditional model. Marketing will be in charge of preparing the lead and, when it is duly qualified, sales will take over to make the proposal and guide the closing.
If the job is done right, the number of leads will tend to increase, to the point that the sales department will have to start filtering who has priority in attention. Logically, it is clear that the zone will leave out the coldest ones.
When this happens, it is time to designate specific professionals to handle that portion of leads that are not yet ready for a commercial approach.
Why is it important to carefully analyze the appropriate time frame for this change?
It cannot happen without a consistent foundation, because this will harm the pace of work and may even hinder integration between corporate areas.
Another important detail: the pre-sales executive (SDR) requires specific training and to develop it we must have a broader vision of the company's sales process .
What does the sales development area do?
To think about the best way to structure kuwait phone number list the area, consider that it has 3 basic functions:
qualify leads;
connect them with the company;
and finally, make the conversion.
What is meant by conversion? It depends on the type of business we are talking about.
If it's something that requires product demonstrations, for example, the pre-sales work ends with scheduling a meeting with the sales executive.
In the case of less complex sales, we can consider the job well done when we are able to take the lead to the last stage of the sales funnel . In other words, we have a “hot lead” who has already received all the necessary information and is ready to receive the proposal.