When this happens, it is time to designate specific professionals to take care of that portion of leads that are not yet ready for the Telephone Number List commercial approach. Why is it important to carefully analyze the appropriate period for this change? It cannot happen without a consistent basis, because it will affect the pace of work and may even hinder Telephone Number List integration between corporate areas. Another important detail: the pre-sales executive (SDR) requires specific training and to develop it we must have a broader vision of Telephone Number List the company's sales process.
What does the sales development area do? To think about the best way to structure the area, consider that it has 3 basic functions: qualify leads; connect Telephone Number List them with the company; and finally do the conversion. What is meant by conversion? It depends on the type of business we are talking about. If it's something that Telephone Number List requires product demonstrations, for example, the pre-sales work ends with scheduling a meeting with the sales executive. In the case of less complex sales, we can consider a job well done when Telephone Number List we are able to take the lead to the last stage of the sales funnel.
In other words, we have a "hot lead", who has already received all the necessary information and is ready to receive the proposal. What is decisive for the Telephone Number List success of the presale? It is obvious that a more quantitative analysis is important to define the level of success in the area, but it is also worth evaluating aspects Telephone Number List other than closed sales. Especially early in the process, a good indicator of the relevance of the team's work is an analysis of its contribution to gaining insights about customers. At a still basic level, it is a Telephone Number List priority for the pre-sales executive to be able to more accurately map the profile of that person.