The Art of Presales
Presales is one of the most crucial operations when selling a product or a service to a client. Many businesses underestimate the importance of presales and perform this poorly. Poor or bad presales can lead to losing a client or complications after what looks like a successful sale. In this blog, I am mainly relating to process of sales of software and related services, less to the sales of goods and physical products. The principles are valid and may be applied to other domains beyond software and related services, with some adaptations. The difference between presales and sales Presales and sales are two totally different things. Sales deals with deals. Once marketing gets leads and prospects, sales starts kicking in. The aim of sales is obtain the contract with the client, with the best possible commercial terms. Sales will use presales in order to reach its goal. Presales is the professional side of the sales process. It is presales main task to convince the client tha...