Technical pre-sales is important because it helps connect sales and technical work. Even experts can have problems that slow down sales. This article talks about common mistakes in technical pre-sales and how to avoid them.
Mistake 1: Talking About Features Instead of Solutions
Mistake 2: Not Checking If Leads Are Good
Mistake 4: Ignoring the Business Value
Mistake 5: Poor Communication and Teamwork
Mistake 6: Forgetting to Manage Important People
Mistake 7: Making the Solution Too Complicated
To keep someone interested, don't just list all the things your product can do. First, find out what they really need. Many people make the mistake of talking about every feature, hoping something will catch their attention.
What to do instead:
Spend time learning about their problems and what they want to achieve. Then, show how your product can help solve their specific issues. Focus on how your product can help them, not just what it can do.
Spending time on bad leads is a common problem in pre-sales. This happens when pre-sales teams don't work closely with sales to check if leads are good before spending a lot of time and effort.
What to do instead:
Set up a clear process to check leads. Work with sales to decide what makes a lead good. This might include things like budget, who makes decisions, need, and timeline. By focusing on good leads, you will win more and use your time better.
Not being prepared can really hurt a pre-sales engineer's reputation. This can show up as technical problems during demos or not being able to answer basic questions about the product or the customer's industry.
What to do instead:
1. Do good research on the customer's company and industry.
2. Make sure your demo setup works well and is ready.
3. Think about possible questions and have good answers ready.
4. Have useful case studies and data points on hand.
Remember, being well-prepared not only makes you more confident but also helps build trust with the customer.
Technical pre-sales people often make the mistake of focusing only on technical details and not showing how these details help the business. This can make decision-makers unsure about your solution.
What to do instead:
Always link technical features to business results. Use simple ways to show how your solution can help the business, like making more money, saving costs, or reducing risks. Whenever you can, use numbers that are important to decision-makers.
Pre-sales work involves many different groups. Bad communication with sales teams, product managers, and others can lead to misunderstandings and lost deals.
What to do instead:
Create a team-friendly environment. Have regular meetings between pre-sales and sales teams to make sure everyone is on the same page. Keep in touch with product teams to know about new features and plans. Remember, good pre-sales work needs teamwork.
In big sales, many important people help make decisions. If you don't know who they are and what they want, you might lose a good chance.
What to do instead:
Work with your sales team to find all the important people early. Learn what they do, how much power they have, and what worries them. Change how you talk to them to fit their needs. By managing these people well, you can get everyone to agree and close the deal.
Sometimes, pre-sales engineers try to show off by suggesting very complicated solutions. This can confuse customers or cause problems.
What to do instead:
Keep it simple. Start with the easiest solution that solves the main problem. You can add more features later. Remember, the goal is to fix the customer's problem in the simplest and best way.
By avoiding these common mistakes and following the best tips, technical pre-sales workers can get better at their jobs and win more deals. It's important to know what customers need, show how your product helps them, and build trust by being well-prepared and knowledgeable.
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