Selling journey

1. 1Sales Accepted Lead
2. 2Sales Discovery & Qualification
3. 3Functional & Technical Discovery
4. 4Teach & Prove
5. 5Negotiation

Outcomes

• 6Closed Won
• 6Closed Lost
• 6Long-Term Development

Before you start

Four short foundations. Read them once, then follow the deal stage by stage.

1. 1

   The PreSales Consultant: Role, Skills and Responsibilities

   A presales consultant links customer problems to the right solution in B2B sales. What the role does, the skills it needs and why it decides deals.

   14 min read

2. 2

   Understanding SaaS

   What Software as a Service is, how it differs from on-premise software, and what that means for the way presales sells it.

   9 min read

3. 3

   Buying Journey

   How B2B buyers move from awareness to renewal, what they need at each stage, and where presales can help them decide with confidence.

   7 min read

4. 4

   Selling Journey

   The stages of a SaaS selling journey, from first contact to contract, and the part presales plays in each one.

   8 min read