what is the presales process and why is it crucial to your win rate?

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What is the Presales Process and Why is It Crucial to Your Win Rate?

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Most presales departments get woeful amounts of attention, little strategy

direction, and inadequate technology.

So how can presales professionals earn the attention they deserve?

What is the PreSales Process and How Does it Help Win Deals?

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B2B businesses with a strong and strategic presales process consistently

achieve win rates of more than 40%.

Unfortunately, presales professionals are still often overshadowed by the sales reps who close the final deal.

What is the PreSales Process and How Does it Help Win Deals?

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So how do presales find and usher through high-quality prospects and set up sales reps for profitable closed

deals?

What is the PreSales Process and How Does it Help Win Deals?

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By delivering more high-quality leads.

Higher lead volume + higher quality leads

= slam dunk for sales professionals

What is the PreSales Process and How Does it Help Win Deals?

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Step One:

Build a Profile ofYour Ideal Customer

What is the PreSales Process and How Does it Help Win Deals?

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How to Build a Profile of the Perfect Customer:

1. Identify your most profitable customers. (Here’s a great tool to help.)

2. Review these accounts and look for trends and commonalities.3. Make the top five to seven common characteristics and create a

profile.4. Develop a checklist to help you rank leads using this profile.

What is the PreSales Process and How Does it Help Win Deals?

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Step Two:

Build a Churn Profile

What is the PreSales Process and How Does it Help Win Deals?

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Sometimes, prospects appear to be high-quality. They convert quickly and create

big margins.

Unfortunately, they also often take off rather quickly, leaving your sales teams frustrated that they wasted their time.

What is the PreSales Process and How Does it Help Win Deals?

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Identify prospects at risk of churning quickly by first building a profile of

customers who have left your company recently.

What is the PreSales Process and How Does it Help Win Deals?

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How to Build a Profile of Customer Who Leaves:

1. Make a list of customers who have left in the past year. 2. Review these accounts and look for trends and commonalities.3. Make a list of the top five to seven common characteristics and

create a profile.4. Develop a checklist to help you rank leads as a risk for attrition

using this profile.

What is the PreSales Process and How Does it Help Win Deals?

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It’s pretty similar to theideal customer profile, isn’t

it?

What is the PreSales Process and How Does it Help Win Deals?

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Step Three:

Create Custom Solutions for Prospects’ Problems

What is the PreSales Process and How Does it Help Win Deals?

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Now that you have a list of high-quality prospects to tackle first,

it’s time to impress them with the perfect solution for their business

need.

What is the PreSales Process and How Does it Help Win Deals?

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Start by answering this question:

Why did they convert in the first place?

What is the PreSales Process and How Does it Help Win Deals?

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If they visited your site via social, they could be curious about a blog post topic.

If they found you through a Google search, their problem may be easier to

identify by reviewing their initial landing page.

What is the PreSales Process and How Does it Help Win Deals?

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Which stops, such as an ebook or FAQ page, did they take before

converting?

These sources, choices, and decisions inform you of what they

seek and why they decided to contact you.

What is the PreSales Process and How Does it Help Win Deals?

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Knowing these things about your prospect allows you to position your company as an expert they

need.

And you can do this research before you even reach out to

them.

What is the PreSales Process and How Does it Help Win Deals?

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Step Four:

Empower Your Team to Improve Your Presales

Process

What is the PreSales Process and How Does it Help Win Deals?

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Enable your presales team to deliver more high-quality leads by

giving them access to the data they need.

What is the PreSales Process and How Does it Help Win Deals?

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KiniMetrix helps teams identify critical opportunities related to

sales performance and customer needs.

Click here to see how KiniMetrix

can do this for you.

What is the PreSales Process and How Does it Help Win Deals?

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Want to learn more?

Get the full guide to profitable presales processes here.

What is the PreSales Process and How Does it Help Win Deals?