Pre-sale: the advantages during this stage

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Pre-sales is the team responsible for making the first contact with leads and carrying out the qualification process. The goal at this stage is to have a more streamlined and effective sales process.

In addition to increasing productivity, since the salesperson focuses on selling, as the lead already arrives qualified.

Let's learn everything about pre-sales? Keep reading!


Pre-sales is an area within the company that is responsible for making the first contact with the lead, that is, with the potential customer. In this conversation, the SDR usually uses qualification strategies during the conversation to know if the lead is at the right time to buy. If so, the lead is sent to the sales team.

A study conducted by McKinsey & Company, published UK telegram data Harvard Business Review in 2015, revealed that investing in pre-sales efforts can generate 40% to 50% more business opportunities. In addition, revenue can increase by up to 13%. See how important this area is?

Therefore, the pre-sales team is responsible for prospecting and qualifying, educating the potential customer and optimizing the entire sales process, so that the salesperson is responsible for closing the sale, since the lead will be more prepared to purchase your solution.

During the conversation, the SDR can use questions from the SPIN Selling methodology to gather more information about the lead. These questions include:

Situation: discovers current aspects of the company, such as company size, number of leads generated per month, revenue per year, etc.;

Problem: questions that identify the problems the manager faces, what the bottleneck is during the process, whether the goals are being met, etc.;

Implication: this is the moment to encourage the prospect to think about the problem they may have if they do not resolve the pain mentioned in the previous questions;

Need: these questions are usually asked by the seller who, based on the previous information, will show the advantages of their solution and negotiate the closing.



Advantages of having a pre-sales team


More qualified and streamlined process
During this stage, as I said before, the SDR qualifies the leads so that they reach the sales team already educated and prepared for the sale. To define what a qualified lead is, the pre-sales team performs an analysis according to the requirements previously established by the company, that is, what the lead must have to become a potential customer.

Therefore, the process becomes more agile and efficient, since the lead has already been qualified, preventing salespeople from wasting their time with cold leads, who probably will not complete the sale, also significantly increasing conversion.



Reduced response time
The less time your company spends responding to or calling leads, the greater your chances of converting them into customers. Therefore, having a team dedicated to this is very important to avoid missing out on opportunities.

The SDR quickly contacts the lead while they are still thinking about their solution. This makes the opportunity hotter for the salesperson.



Reduced Customer Acquisition Cost (CAC)
Customer acquisition cost (CAC) is the total amount spent on generating customers, from attracting leads to closing the sale. To find your CAC, simply divide the total investment in acquiring customers by the number of customers acquired in a given period.

However, this value can be reduced by implementing a pre-sales team, as the tendency is to increase conversions and accelerate the customer journey, making the process more agile.



Pre-sale metrics


Number of leads generated

The number of leads generated shows how many consumers are being prospected in a given period. To know the ideal amount, you must calculate how many leads are necessary to achieve your company's goal. I must generate X leads per month to achieve X reais in revenue every six months, for example.