Pre-sale Vs. Sale | The Ultimate Difference

Any organization engaged with B2B sales knows how important it is to maintain an effective sales strategy. The competition doesn't end with owning top sales enablement tools. Alternately, these tools become the first step of the sales strategy. To survive in the tough B2B battle, a solid sales plan is necessary. Whether it's the pre-sale stage or the post-sale stage, every step counts. Unfortunately, many organizations overlook the differences between the pre-sale and the sale stage. The ignorance hinders the growth of the company in the long run.

What is Pre-Sale?

 This is the first step of a sales cycle. Pre-sale refers to the collection of sale activities before closing a deal. Pre-sale doesn't stand for marketing!  Instead, it stands for establishing relationships, developing trust, and renewing business relations with the customers. The sale stage is emotive, whereas pre-sale is more technical.

The critical steps of Pre-Sales include:

●     Surveying

●     Discovery calls

●     Product demonstration

●     Marking off leads

●     Drafting sale proposals

●     Optimizing sales conversion

Members of the pre-sale team always concentrate on heightening the efficiency before the sales process starts.

Pre-Sale Vs. Sale:

For a B2B setting, prominent differences are:

Responsibilities:

In the pre-sales stage, the selling procedure begins by identifying the sale prospects and methods. Here all the sale policies are discussed.

In the sales process, all the sales activities are run by the sales reps.

Product Details:

The pre-sales team knows every hook and nook of the services they are selling. The pros and cons of any product are not hidden from the corp.

The sales team is constantly interacting with the clients. Here the sales team is allowed only specific criteria that represent their services best.

Negotiation:

No savvy negotiations occur in the pre-sales stage. However, they provide ideas on discounts and offers, based on the sales pipeline of other companies.

The financial negotiations are handled in this stage since the sales rep comes in direct contact with the clients.

Competitor Research:

The pre-sale stage identifies an organization's probable competitors through the sales figures, pricing structure, customer base, etc.

This research is implemented in the sales stage to identify how the organization differs from its competitor. Thus, a company can stand out among the rest through this research.

Details of Buyer Persona:

The pre-sale team identifies targeted customers and buyer persona through baseline information.

The sales team shapes their sales strategies based on this information.

Bottom Line:

According to Darwinian Ventures, no sale process can succeed without a sturdy pre-sale process.