Before you begin a presales evaluation with a new prospect, make certain that you know why they are searching for a product. It is usually one of two reasons:

1. Solving an immediate pain point, or

2. Proactively evolving their business.

Companies looking to solve an immediate pain point are either dealing with a deficiency or an inefficiency, and companies looking to evolve their business are aspirational.

Each of these variations requires a different approach to your evaluation plan.

Learn how to design evaluation plans that win deals for each variation.