For most companies, once they create a lead they trust that their CRM (customer relationship manager) will guide and help their sales team to manage the process, they hope to a success point or to close the sale as a Win!
The information available on the topic after you bring the “lead” into the CRM is extensive, what it is not so clear and abundant is what happen just before, before that lead is a lead or what some call the pre-sales stage.
Over the years the data that they can obtain from the CRM has made sales managers and other key people in organizations trust that they can improve the process to the point that they simply ignore the pre-sales process and its importance into make the sales process much more effective.
The trust and investment in the platform are extensive, hoping that their sales teams can get into the process and even simplify a process that in many cases are not really simplifiable, mostly because in many cases is almost an art, selling even when many sales manager ignore it as such, is an art.
The question today is if your Pre-sales efforts falling short? Do you know? For most organization there is a lot of hope around the Pre-Sales element, we invest after a lead is considered a lead but ignore (to a big extent) all the process before that we need to do, invest and care to make that lead a good one.
Most sales people ignore their company marketing materials. It is hard to access. It is in many cases hard to use and understand. It is explained in terms that the sales team do not use.
Are you aware of how much of these pre-sales and marketing materials your sales team is ignoring? Are you aware of how much of these pre-sales and marketing materials your sales team is really using? How about your distributors and external reps.
Most companies do not know. Even organizations that are big into Sales Enablement. Most companies focus do some kind of Sales Enablement after the lead is actually created into the CRM, ignoring the efforts that need to be done before to actually produce that lead.
The most information companies had on Pre-Sales is the cost of acquisition of that lead.Can all this be changed?
Yes. It can be changed.
You need to begin setting in place pre-sales enablement initiatives that allow you to give to your sales team the ability to consistently access the assets they need to have valuable conversations. You need to begin setting in place pre-sales enablement initiatives that allow you to quantify which and how much and how many of those marketing assets are really being used by your sales team and your distribution channel.
Until you being working on those process, you will continue to fell short on your pre-sales efforts, your sales team will continue wasting and ignoring your marketing materials and sales at the end of the day will continue to suffer.
This for a moment… Are your Pre-sales efforts falling short?
If you answer yes; why you aren’t doing something about it?