Presales Best Practices: Your CRO Has a Pipeline Blind Spot… You Can Help!
Presales Leader: “My CRO has a pipeline blind spot… our POCs.”
Me: “What presales data are you sharing to fix that?
Presales Leader: “Umm…”
Me: “Let’s chat. Your CRO is going to LOVE you!”
CRO’s have a MAJOR BLIND SPOT in their pipeline: The status of your POCs/POVs.
This is MAJOR PROBLEM for them. 😳
VISIBILITY into the pipeline drives the sales forecast, and the sales forecast drives company-wide planning, budgeting, and decision-making.
Without visibility into your POCs/POVS, your sales forecasts are inaccurate.
And inaccurate sales forecasts lead to bad decisions at the highest levels. 😬
Presales Leaders…
YOU CAN HELP.
YOU CAN FIX THIS.
YOU CAN SAVE THE DAY.
Why was this MUSIC TO OUR EARS 🎶?
As long-time presales practitioners, we LOVE hearing about presales done right. 👏
In CloudWave’s case, they are leveraging their Homerun presales workspaces and newfound presales data to:
✅ REDUCE FRICTION IN THE SALES CYCLE
They didn’t need to reschedule a demo just because someone was out sick 📆. Someone else was able to step in and come up to speed in an instant by reviewing the deal’s presales workspace 💻.
✅ ENSURE THAT NOTHING SLIPS THROUGH THE CRACKS
All their presales data and info was in one place… what do we know; what are the highlights; what’s outstanding; what’s time sensitive; what are my warning signs and gotchas. Got it. Ready to go! 👍
✅ STAY ON TOP OF EVERY DEAL, EVERY DAY
David will eventually get better and come back to work; he’ll know exactly what was done, learned, and promised across his deals in his absence; he’ll pick things back up like nothing ever happened. 😅
Strong work CloudWave team! 💪
Share your POC/POV data with your CRO, including:
✅ PRESALES STAGE: The specific presales stages that represent the e2e lifecycle of a POC/POV.
✅ EVALUATION PLAN PROGRESS: The % complete of your POC/POV Evaluation Plan, which includes the steps, tasks, test cases and success criteria associated with your POC/POV.
✅ EVALUATION PLAN BLOCKERS: Are you stuck on any of those steps/tasks or have any failing test cases in your POC/POV?
✅ FEATURE REQUEST BLOCKERS: Have you identified any feature requests / product gaps during the POC/POV that could kill the deal?
✅ PROSPECT ENGAGEMENT: Is your prospect engaged and making progress on the POC/POV Evaluation Plan (which you will know if you share your Evaluation Plans in a digital / trackable / collaborative format).
✅ PRESALES SENTIMENT: How is your SE/SC/SA feeling about this POC/POV? This is a compliment to the explicit data above. The gut feel of an SE/SC/SA has a role to play!
You are the only team that has this POV/POV data. 🙂
Once you share it with your CRO, they will never be able to live without it. 😀
That means your CRO will never be able to live without you and your presales team. 🤩
CONGRATULATIONS…
🙌 You just leveled-up the value of your presales team.
🙌 You made your CRO love you forever.
🙌 You materially improved your company’s sales forecasts.
Well done Presales Leader… well done! 😎
Do you want to level-up your presales and POC/POV data game and get that CRO love? Talk to one of our presales experts about about how Homerun can help. Click here to get started!
