One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can!
The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there can sometimes be a lack of trust from Sales towards Presales, and vice versa. The article suggests that this lack of trust can stem from misunderstandings or miscommunication between the two teams.
Salespeople are sometimes at fault for not providing Presales with enough information or involving them too late in the sales process. On the other hand, Presales professionals may come across as too technical or fail to communicate effectively with Sales.
To improve collaboration, both teams need to understand and address their respective challenges. Sales should engage Presales earlier in the process, share information, and collaborate on strategy. Presales, in turn, should focus on building relationships with key stakeholders and demonstrating their value beyond technical expertise.
The article uses a mountain climbing analogy to illustrate the relationship between Sales (the climber) and Presales (the sherpa). Like a climber relying on a sherpa’s expertise to navigate the challenges of climbing a mountain, Sales should trust and collaborate with Presales to successfully close deals.
In conclusion, the article emphasizes that when Sales and Presales work together effectively, they are more likely to achieve successful outcomes and create satisfied, repeat clients.
