Before you begin a presales evaluation with a new prospect, make certain that you know why they are searching for a product. It is usually one of two reasons:
Companies looking to solve an immediate pain point are either dealing with a deficiency or an inefficiency, and companies looking to evolve their business are aspirational.
Each of these variations requires a different approach to your evaluation plan.
Learn how to design evaluation plans that win deals in our latest guide: Get Inside The Mind Of Your Prospect: Why Are They Searching For A Product?
Want to learn more? Talk to a presales expert about how to leverage Homerun to build, implement, track, and share Evaluation Plan Templates that get the 'technical win'. Click here to get started!