Summary

Have you ever wondered what is the real impact of Presales Teams in the success of SaaS companies? Join our host Natalia in this new episode, where she delves into the world of Presales together with Yasuara Noval, Senior Presales Engineer at Personio. Tune in and learn from valuable experience of Yasuara, on how this strategic role can directly impact revenue growth, reduce customer churn, and increase win rates up to 50%.

Takeaways

• Pre-sales professionals help bring in more revenue and win deals faster and with better outcomes.
• They bridge the gap between technical knowledge and business value, combining both languages to show the value of products to customers.
• Having a pre-sales professional in customer conversations can increase win rates by up to 40-50%.
• Pre-sales professionals are trusted advisors who build trust with customers and increase average revenue per account (ARPA).
• They accelerate the sales cycle and help reduce churn rates by setting the right expectations with prospects.
• Teamwork and alignment between pre-sales and sales teams are crucial for successful customer conversations.
• Effective communication and collaboration are essential for keeping each other informed and aligned on progress and actions.
• Empathy and interpersonal skills are important for building relationships with customers and other departments.
• Curiosity and a willingness to learn are valuable traits for pre-sales professionals, even if they don't have a technical background.
• AI has the potential to automate repetitive tasks and provide insights from recorded customer calls in pre-sales.

Chapters

00:00 Introduction and Importance of Pre-sales

01:29 Role and Responsibilities of Pre-sellers

04:18 Different Roles in Pre-sales

08:06 Measuring Success in Pre-sales

10:55 Skills and Qualities of Pre-sellers

20:50 The Future of Pre-sales and the Role of AI

33:08 Call to Action and Conclusion

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The podcast is presented by ARRtist Circus - the Tomorrowland for Sales & Customer Success Teams in Europe. Don't miss the event of the year - On April 19, 2024, in Berlin. Find all information and tickets at ⁠⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com