Presales Best Practices: How to Help Your Internal Customers
Presales Leader: “We deal with a lot of customers!”
Me: “Yeah, external AND internal.”
Presales Leader: “Umm… internal customers?”
Me: “Let’s talk.”
As Presales teams, our customers come to us for HELP.
They need help solving problems, reducing pains, gaining insights, improving performance.
We show customers how we can help, and then they buy our products and services and go on to achieve exceptional results.
When we hear the word CUSTOMER, we think about:
Our sales prospects
Our signed customers
These are our EXTERNAL customers.
As Presales teams, we also need to think about our INTERNAL customers:
Sales
Marketing
Product
Post-Sales/Customer Success
Executives/C-Suite
Our internal customers need help as well.
SALES
Sales teams need to hit their quotas.
That means…
They need help designing solutions and showing value.
They need help building trust, credibility, and rapport.
They need help CLOSING DEALS.
As a Presales team, you can do all of that.
Help your Sales team!
MARKETING
Marketing teams need to build demand and drive leads into the sales funnel.
That means…
They need help understanding ‘technical fit’ profiles.
They need help explaining technical concepts and features in simple terms.
They need help creating technical content like white papers and webinars.
As a Presales team, you can do all of that.
Help your Marketing team!
PRODUCT
Product teams need to build products that people will buy.
That means…
They need help listening for what prospects really need.
They need help quantifying the impacts of feature requests and product gaps.
They need help prioritizing roadmaps based on real data.
As a Presales team, you can do all of that.
Help your Product team!
POST SALES / CUSTOMER SUCCESS
Post-Sales/Customer Success teams need to deliver amazing onboarding and implementation experiences.
That means…
They need help getting up to speed on new customers.
They need help understanding the technical needs, highlights, and gotchas.
They need help accessing the technical evaluation plan that was followed with all the POC/POV test cases and success criteria.
As a Presales team, you can do all of that.
Help your Post-Sales/Customer Success team!
EXECUTIVES / C-SUITE
Executives/C-Suite need to show their Boards growth, profitability, and performance against strategic objectives.
That means…
They need help helping the Sales team.
They need help helping the Marketing team.
They need help helping the Product team.
They need help helping the Post-Sales/Customer Success team.
As a Presales team, you can do ALL OF THAT.
Help your Executives/C-Suite team!
Need help supporting both external and internal customers? Talk to one of our presales experts about about how Homerun can help. Click here to get started!
