How to select the right presales tools for your craft
“I NEED A TOOL!”
Imagine the face of Mitch. 39 years-old sales assistant of the hardware store around the block.
When you tell him you “need a tool”.
“We have 14,385 tools on stock.”
You tell him you “need a hammer”.
“We have 73 different hammers. Depending on what you want to do with it. Tear down a wall? Build a roof?
Also depends on how you work. Rip claw? Curved claw? No claw? Light, medium, high head weight?!”
💡 You get the idea. 💡
Professionals need the right tools for their craft.
So does Presales.
👉 Identify the crucial activities in your Presales process. Those activities where you create the most value.
(You will find those activities in the process designs you created, aligned to the GTM approach you built.)
Research, discovery, collaboration, value calculation, presentation, demo, Proof-of-Concept (POC), Proof-of-Value (POV), Minimal Viable Product (MVP), more?
👉 Check where you spent the most time.
👉 Decide on the level of assistance you need (acceleration, full automation?).
👉 Check what you have in-house already and how they ought to work together. (Company-wide tools, sales tools, presales tools?)
𝐀𝐭 𝐚𝐧𝐲 𝐭𝐢𝐦𝐞: 𝐛𝐞 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜!
Otherwise, Mitch will go on:
🔨 BALL PEEN HAMMERS
🔨 BRICK HAMMERS
🔨 CLAW HAMMERS
🔨 DRYWALL HAMMERS
🔨 ELECTRICIAN HAMMERS
🔨 FRAMING HAMMERS
🔨 TACK HAMMERS
🔨 TRIM HAMMERS…”
Want to pick the right presales tools for your organization?
This is what I recommend: work backward.
(Shocking, eh? 😉)
Grab your GTM.
Grab your process.
Grab your activity list.
Map out where you create value.
Map out where you waste time.
Map out where you need scaling.
Compare that against a blueprint.
(Like the exemplary one below.)
Tooling evolves throughout your evolution as a company!
You start with a basic set of basic tools.
As you scale and specialize: your GTM changes, your ways of working change, your organizational design changes.
Your tools will grow along.
Change them wisely.