The role of the Pre-Seller - Spotter V2

The pre-sales consultant (pre-seller) is responsible for prospecting and qualifying leads so that the sales team can focus on what it does best: closing deals.

Pre-selling with quality means identifying the lead's readiness to buy, mapping their pain points and placing the qualified lead in the salesperson's hands, without losing chances and opportunities.

Therefore, they have some  exclusive functions  in Spotter, such as  applying qualification filters  and  sending emails to the lead.

Pre-sales objectives can be divided into:  

• Pre-sales - Lead generation:  Pre-sales will generate leads through  active prospecting. Active search is nothing more than searching for potential companies on the internet. The more information about the company and possible decision makers, the better the approach when applying the filters tends to be.

• Pre-sales - Qualification of leads:  To qualify leads is to extract information that allows evaluating the lead, that is, you must  map the characteristics of the lead  and understand if it has  purchase potential .

• Pre-sales - Lead Engagement:  It's up to the pre-salesperson  to generate interest  in the decision maker and make him want to know the solution. With the lead interested in the conversation, it is easier for him to answer all the questions we want for our qualification.

In order to achieve the pre-salesperson's objectives, the pre-sales approach is fundamental. 

The pre-salesperson's main work tool is the telephone, he must contact leads with a well-structured speech to get good appointments with those who are qualified. The approach at the time of the conversation with the decision maker should create empathy and trust and, for this enchantment and qualification to be more assertive, the pre-sales person should use some techniques during their calls, such as: Rapport, Mental Triggers, SPIN Selling, among  others .

If the company has a marketing system integrated with Spotter, it is possible to automatically send leads to your Pre-Salis person

If necessary, permissions can be granted for the Pre-Seler to perform other functions. For that, see the  Permissions topic .

Given these aspects, we can say that the presence of at least 1 pre-salles person in your team is essential.

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