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You may be in a state of frustration where you aren't tracking potential leads, there is no centralisation of tasks, and leads aren't receiving the necessary follow up. The good news is when you know more about the pre-sales cycle, you can start to make improvements.

You may experience a variety of pain points when it comes to selling, however, there are options here. It’s good to understand that internal processes can be improved, allowing you to capture more leads and follow through on them. This allows you to close sales and generate more revenue, which is essential to staying in business.

The pre-sales cycle is simple and knowing where you are within the cycle will make it easier for you to get the right level of help.


Phase 1: Pain Points

Every business suffers from different pain points. As such, you have to identify which ones are plaguing you, such as leads leaving because of waiting too long or because the sales team is using outdated tools. You may also be dealing with potential sales being lost due to an absence of any system in place to provide additional opportunities.

The reality is that you may be in a pattern because “this is what you have always done”. Trends are constantly changing and so too is technology. What worked for you 10 years ago probably isn't going to work for you today, so the sooner this is realised, the sooner you can take action to eliminate the pain points.


Analyse your business, see what is a problem, and then make improvements to these issues.


Phase 2: Realisation

You may start to realise that the pain points are real and that something needs to be done. This leads to asking questions about the process, including how leads are handled. You may want to start by talking to the sales team to evaluate what problems are occurring and what the process issues are.

Once you have a list of what is happening, you can start to research the various technology solutions. There are a lot out there, and big CRM products like SalesForce may be just what you need.


Phase 3: Due Diligence

The next phase in the pre-sales cycle is due diligence, where you approach solution providers, talk to firms that can help to implement a CRM program and start bringing it all together. You can have a solution demonstrated at your location to see how a platform can really simplify your sales funnel and help you to be more effective and productive when closing deals.


Download Pre-Sales Cycle Infograph


Phase 4: New Processes

You can develop new processes with new technology. This includes process mapping and beginning to explore ways to organise data, set reminders and have access to more tools allowing you to be an effective sales team.

There is no reason to go through the process on your own. You need to have the right tools in order to succeed and this includes being able to train, conduct sales meetings and locate process improvement tactics as required. Try and use large technology providers when considering a solution. This can help you get hands-on help from the very beginning, allowing you to resolve the pain points and flourish.

To learn more about a solution that will allow you to streamline processes and close more leads, get in touch with us today.


Topics: Technology, Lisa Andrews

Lisa Andrews

Written by Lisa Andrews

Lisa Andrews, after experiencing adversity in her life, decided to focus on positive momentum, intent on taking part in global conversations to make the world a better place. Having a data, engineering and financial background, she is on a mission to pave the way to give everyone a fair start in life and to maximise human potential. A serial entrepreneur, in 2018 Lisa won the Hunter Outstanding Young Entrepreneur of the Year. She is founder and part owner of several companies that all focus on profit with purpose. Lisa is currently working on projects with Singularity University, the United Nations, ACTAI, the Extreme Tech Challenge, Arm, Treasure Data, 2030vision.com, Ocean Elders, Unicef, EO, GSEA and others. Lisa's focus is on projects that aim to solve the world's greatest challenges using exponential technologies, beginning with achieving the UN Sustainable Development Goals. Lisa is passionate about creating a vision for the world for the next 100 years. In her spare time you’ll find her reading, travelling to exotic locations or kite surfing.

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