Pre-sales funnel: what is it, steps, activities and more!

Pre-Sales

Pre-sales funnel: what is it, steps, activities and more!

Pre sales funnel steps

The pre-sales funnel is an important tool and contains the steps necessary for a company to qualify leads and pass them on to the sales team. Your internships are critical and need to be respected to deliver the value and trust the lead needs to become a customer.

Qualifying leads is an art that all businesses need to master.

And, taking into account a wise phrase, which can even sound like a cliché, this mission becomes even more assertive.

You’ve heard that “haste is the enemy of perfection”, haven’t you? When it comes to qualifying leads and the pre-sales funnel, this remains true.

There are steps, activities and strategies to be followed. All of them in their time.

The intent within the pre-sales funnel is to deliver the value and trust that the lead needs to then enter the sales funnel and be approached by the salesperson.

So, here’s a tip: have a specific professional (or a team, depending on the size of the company) just for this funnel.

Today’s text will cover the steps, strategies, activities, settings, owners, and everything else you need to know to build a high-conversion pre-sales funnel for your work team.

Let’s check it out?

Good reading!

What is the pre-sales funnel?

The pre-sales funnel follows the same logic as the sales funnel and so many other types of the funnel for as many processes.

It is a tool with steps, activities and strategies to move the lead forward in its purchase journey.

In more complex sales processes – and even more organized – it is very common to have this pipeline to manage the lead qualification steps.

Here, it is important to say, for the sake of the companies’ sales management, that the salesperson cannot be responsible for the pre-sales funnel.

The ideal is to have a professional dedicated to this. His name? It is usually called SDR – Sales Development Representative.

His role is to make the first diagnosis of the customer’s pain and understand if he is fit with the products or services offered.

If so, the leads become qualified and are sent to the sales pipeline where, then yes, the seller will have contact with these opportunities.

If not, it is necessary to return it to the marketing funnel to continue being nourished by good content – ​​in-depth – to awaken the desire and need to purchase.

What are the steps in the pre-sales funnel? What happens in each of them?

That answer will always depend on your prospecting and lead generation process.

But, of course, here we want to talk about the common steps of the pre-sales funnel within the inside sales model.

That is, it is a funnel for the SDR to qualify the lead and make it ready for the sales funnel where the seller will handle the opportunity.

Within this reality, we can separate the pre-sales funnel into 7 stages.

Are they:

  1. Entry/Distribution of leads;
  2. 1st Contact – welcome;
  3. 2nd contact attempt;
  4. 3rd Attempt to contact;
  5. Qualify customer;
  6. Awaiting appointment;
  7. No Interest/Recovery.

We’ll break down each one from now on so you understand how a pre-sales funnel fits into the process and your current team.

We’ll talk about what each step is, the activities, those responsible, configurations and actions.

In addition, we will share some supportive content to help increase conversion rates.

Ah, a tip, actually a good practice.

When sending emails in contact attempts, always put some content that helps the lead to better understand their possible pains and how the product or service that the company is trying to sell works.

It’s important to deliver value to the lead with every contact and build an ever-increasing relationship of trust.

Combined?

Let’s go to the pre-sales funnel steps, then:

1 – Lead Entry/Distribution

What is this step?
Where leads from acquisition channels come in: either manually, imported or automatically. It is important to say that the lead is not stopped at this stage, it automatically passes to the next one.

Step Activities
Lead Distribution to the Team
Definition of Opportunity Owner, either manually or by automation.

Who is responsible for the stage
The entire pre-sales team

Settings within CRM
Funnel Cadence (zero days)

Automatic actions within CRM
Moving the opportunity automatically to the next step.
Automation – Distribution of Leads via round-robin
Integration with the website, Facebook and RD Station to receive the lead automatically in this step.

Supporting content:

  • How to digitally transform the sales process. Click and access.
  • How to automate all processes in the sales sector. Click and access.

2 – First contact: welcome

What is this step?
Here, the 1st attempt to contact the lead occurs to check if he is a potential customer.


Auto Email Sending step activities ;
Contact activity record

Who is responsible for the responsible
SDR step

Settings within CRM
Default email template for 1st contact;
Customized form to perform the qualification.

Automatic actions within CRM
Automatic email triggering when the opportunity arrives at this stage;
Duplicate the opportunity in case of a win (ie the lead is interested in talking to the seller).

Supporting content:

  • Understand how to train your pre-sales team. Click and access.
  • How to win over the customer in the first contact email? Click and access.

3 – Second attempt to contact for qualification

What is this step?
Here occurs the 2nd attempt to contact the lead to check if he is a potential customer and qualify him.


Auto Email Sending step activities ;
Contact with the customer (call, if there is a number);
Contact activity record

Who is responsible for the responsible
SDR step

Settings within CRM
Default email template for 2nd contact;
Customized form to perform the qualification.

Automatic actions within CRM
Automatic email triggering when the opportunity arrives at this stage;
Duplicate the opportunity in case of a win (ie the lead is interested in talking to the seller).

Supporting content:

  • Ready-made sales scripts with emails to qualify leads. Click and download for free.
  • How to manage and qualify leads more assertively on a daily basis? Click and access.

4 – Third attempt to contact for qualification

What is this step?
Here occurs the 2nd attempt to contact the lead to check if he is a potential customer and qualify him.


Auto Email Sending step activities ;
Contact with the customer (call, if there is a number);
Contact activity record.
Move to the last step of the funnel if you don’t get any response.

Who is responsible for the responsible
SDR step

Settings within CRM
Default email template for 3rd contact;
Customized form to perform the qualification.

Automatic actions within CRM
Automatic email triggering when the opportunity arrives at this stage;
Duplicate the opportunity in case of a win (ie the lead is interested in talking to the seller).

Supporting content:

  • How to build an efficient team of pre-salespeople in companies? Sign up and watch the webinar .
  • Find out how your team can handle customer sales objections. Click and access .

5 – Qualify customer

What is this step?
Once the initial contact has been made with the customer, it is time to schedule another contact for qualification.

Important: if the lead answers previous calls and qualifications can take place at this time, this step can be skipped.
If he responds to the email authorizing a call or answers the call asking to call later, then this
step must be completed.

Activities of the
Leave the call scheduled step;
Qualify customers by filling out the qualification form.

Who is responsible for the responsible
SDR step

Settings within CRM
Customized form to perform lead qualification;
Opportunity stagnation alert at this same stage (up to 5 days);

Automatic actions within CRM
Duplicate the opportunity in case of a win (ie the lead is interested in talking to the salesperson).

Supporting content:

  • Open questions to understand the customer’s pain and qualify him. Click and access.
  • How to know if the lead qualification link was positive or not? Click and access.

6 – Awaiting scheduling

What is this step?
This is where the email is fired to the opportunity person with the public calendar so that they can choose the time and date of the conversation with the seller. Or, simply asking for the best day and time to do so.


Qualified Customer step activities ;
Schedule a meeting with the seller.
After the scheduling is done, gain the opportunity.

Who is responsible for the responsible
SDR step

Settings within CRM
Opportunity stagnation alert at this same stage (up to 5 days).

Automatic actions within CRM
Duplicate the opportunity in case of a win (ie the lead is interested in talking to the salesperson).

Supporting content:

  • How do pre-sales optimize the use of CRM? Click, download the free eBook and find out how.
  • Understand what CRM is and its importance to qualifying leads. Click and access.

7 – No interest/Recovery

What is this step?
An email is fired to the person at the opportunity, thanking them and making themselves available to chat at any time.

Step Activities
Send Email to Lead
Freeze the opportunity for 60 days. After that time, it returns to the first stage of this same pre-sales funnel.
Put it on the list to receive the company’s newsletter

Who is responsible for the responsible
SDR step

Settings within CRM
Funnel Cadence (60 days)

Automatic actions within the CRM
Return to the first step of the funnel

Supporting content:

  • Know the toughest customer types and how to qualify and sell to them. Click and access.
  • How to send good email marketing to your leads and potential customers? Click and access.

Did you see it?

This way you can structure a much more assertive lead qualification process within the company.

It also better understands the steps, activities and builds a team capable of providing much better opportunities for its salespeople to work.

This is, without a doubt, a very important step in the entire sales process. Decisive for the CAC and the sales cycle of all businesses.

So, how can we help you?

If you were unsure how to build a pre-sales funnel or want to better understand how CRM can help your team…

Enjoy and read two articles that will help your team get more qualified leads every day.

The first talks about how to do sales training focused on the pains of the process.

The second addresses the need for constant and short sales meetings in companies.

Good sales!

 

The pre-sales funnel is an important tool and contains the steps necessary for a company to qualify leads and pass them on to the sales team. Your internships are critical and need to be respected to deliver the value and trust the lead needs to become a customer. Qualifying leads is an art that all businesses…