Post by account_disabled on Mar 5, 2024 5:07:21 GMT -6
Will be able to meet the lead's needs, identifying the sales decision makers and forwarding the lead to the sales team. With the sdr's work of qualifying leads, the sales cycle becomes more predictable, agile and efficient. In addition, the customer experience is better, as it goes through a faster and more objective process. In most processes, marketing is responsible for generating leads, but there is also an sdr focused on outbound strategies and active prospecting . In this case, the pre-sales person Country Email List presents the company to potential customers and qualifies them to continue the sales process. What are the advantages of having a pre-sales team in the company? What is presale now that it is clear what pre-sales is and who is the professional responsible for this process, we will show you the advantages of having it in your company. 1 – more qualified opportunities the role of the sdr is to qualify leads, generating real opportunities for the salesperson, who is focused on demonstrating the product or service and closing the sale.
To define what a qualified lead is, the pre-sales team carries out a study to identify prerequisites that a company/person must have to become a potential customer and move on to sales. The sdr needs to know very well the company's sales and closing techniques, so he can provide a well-rounded qualification in a short conversation that usually lasts an average of 15 minutes. During this time, the sdr needs to generate value, understand the lead’s needs and pain points and evaluate qualification. When a salesperson makes a complete sale, from pre-sales to closing, he ends up focusing much more on profit and selects the hottest leads, leaving aside opportunities that could be bought with more effort. The most important thing about having a pre-sales team is the focus on the customer experience , which regardless of whether they are going to buy or not, it will provide quick service , a focus on understanding their needs and added value.
This guarantees more credibility for the company that focuses mainly on stages. 2 – optimization of the sales process as the sdr is focused only on qualification, conversations are faster, which provides almost immediate contact with leads who contact your company. Salespeople, on the other hand, may be in a longer presentation or negotiation conversation, so it would take longer to respond to new leads. 3 – reduction in response time companies that do not have this role in the sales process tend to take longer to prospect leads that come from marketing, this is a big mistake. The longer your company takes to respond to leads, the more they cool off and the lower the chances of turning them into closed contracts. With the pre-sales process, the sdr quickly calls the lead, while he or she is still thinking about the company, product or service. This makes the conversation more productive and the opportunity more exciting for the seller. How to better serve your lead during qualification? A survey carried out by revista pequenas empresas e grandes negócios concluded that: “61% of consumers say that being well served is more important than the price or quality of the products”. Service is the consumer's first contact with the company, this person is looking for more information, thinking about the solution, but could be a potential customer . To capture the lead's attention, this is when the company must stand out by adopting personalized service strategies in the channels that the consumer wants to be served.