It might sound like a no-brainer, but it’s still worth noting- buyers want to be understood.
For PreSales, perfection is a four-letter word- PACT.
- P- Problem Solving
- A- Articulate
- C- Communication skills
- T- Tech Prowess
According to a report from Salesforce, 57% of PreSales and solution consultants cannot speak the business language and their discovery calls are down to speaking the techno-jazz which business leaders like CMOs, CHROs, CEOs do not understand.
9/10 times we don’t speak their language and miss uncovering their business issues and key challenges that our solution capabilities can impact.
The key to closing deals is PreSales’ ability to shape conversations with the client to position the company’s solution as the ideal one. This approach is not about developing a “smoke and mirrors” pitch, but rather investing the time to have a deep understanding of the client’s needs and then highlighting those elements of the solution that can address them.
Souping up the PreSales engine can yield a 5X improvement in conversion rate and 20% reduction in the sales cycle.
While “PreSales” might imply that their work is finished once a sale is made, the best in breed companies have PreSales teams that are active after the sale as well.
Top-notch PreSales and solution consulting teams help advance from anticipating customer needs to predicting them with greater precision, recommending what the sales should sell to specific customers, and providing expertise.
Despite this level of potential impact, customer-facing Solution Consulting don’t get much airtime in the C-suite— even though they make a significant chunk of the company headcount – almost 25%!
In our work with leading tech companies around the globe, we have found that companies with strong PreSales enablement initiatives consistently achieve win rates of 40–50% in new business and 80–90% in renewal business.