July 8, 2021 | Webinar Series
We’ve gathered feedback from various sources, highlighting common frustrations within sales teams. Presales/SEs often feel frustrated with Account Managers (AMs) due to insufficient or incorrect information for technical proofs, and last-minute involvement or inadequate preparation time. On the other hand, AMs may be frustrated with SEs who stick to the usual demo or are hesitant to engage fully, fearing they might reveal too much. Customers, in turn, can feel pressured or dissatisfied with sales teams they perceive as pushy or disorganized.
The bottom line is that SEs aim to use their time effectively and move deals forward, while AMs strive to win more deals and ensure customer satisfaction for repeat business. Sales teams, overall, seek to leverage each other’s strengths and work collaboratively to persuade prospects and customers to buy.
A successful sales process starts with the end goal in mind, focusing on customer satisfaction leading to recurring revenue, winning the initial sale, and ultimately, the customer deciding to purchase the solution. This involves SEs delivering technical proofs, conducting discovery to determine needs, and ensuring the deal is qualified, generating or receiving leads. Understanding the roles of different stakeholders in the buying process, including business and technical stakeholders, is crucial for seamless sales.
