A fine-tuned presales process is crucial if your sales team wants to close more deals. Are you setting them up for success? Here’s what they absolutely need. Get the full guide here: https://thekinigroup.com/presales-process-steps/ Most presales departments get woeful amounts of attention, little strategy direction, and inadequate technology. So how can presales professionals earn the attention they deserve? 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. So how do presales find and usher through high-quality prospects and set up sales reps for profitable closed deals? By delivering more high-quality leads. Higher lead volume + higher quality leads = slam dunk for sales professionals Step One: Build a Profile of Your Ideal Customer Step Two: Build a Churn Profile Step Three: Create Custom Solutions for Prospects’ Problems Step Four: Empower Your Team to Improve Your Presales Process Enable your presales team to deliver more high-quality leads by giving them access to the data they need.

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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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3
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 of
Your 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 the
ideal 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?