In practice, this means that the company

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In practice, this means that the company will have specific professionals to better work on qualifying leads . The proposal to leave this type of activities in the care of a team specialized in sales development is based on the realization that the leads generated are not always fully used. In fact, on a day-to-day basis, in the search for faster results, sales teams often end up focusing on a certain group, wasting important contact opportunities. In the classic commercial structure model , it is up to marketing to prepare the lead , which will only be transferred to sales when it is properly nurtured. It turns out that, in practice, a more personal approach (like a simple phone call) can make a big difference in the results of a prospecting job.

But marketing professionals are not always trained to Loan Phone Number List perform these types of tasks, even because the focus of their work is planning and executing campaigns. Experience, in this case, helps more in finding solutions for the area than in carrying out this type of work. And, in most structures, it is counterproductive to leave this preparation with sales, since this means that the area will not be able to dedicate itself 100% to what it does best: closing deals. That's where the pre-sales executive comes in, responsible for initial contacts with the client and developing prospecting strategies — to better understand the mindset that prevents you from achieving better results, read this article on the subject.



Is it clear how this works in more conceptual terms? So now let's see what needs to be done to implement your pre-sales area! ADVERTISEMENT When do we need to implement the pre-sales area? The first step in implementing a pre-sales area is the analysis of the maturity level of the company's sales strategy . We explain: at the beginning of the process, it is recommended to maintain the division in the most traditional model. Marketing will be in charge of preparing the lead and, when duly qualified, sales will take over to make the proposal and guide the closing. If the job is done well, the tendency is for the number of leads to increase, to the point that the sales department will have to begin filtering who has priority in attention.