If you had 10 leads, with a lead being a name and a phone number of someone who expressed interest in your product or service, how many would you convert?
Do you know why most companies only convert 1 out of 10? Actually there are many reasons but one of the biggest reasons is that they do not have pre-sales systems in place. Most companies do not even separate the Pre-Sales responsibilities from the Sales. The skills/personality type of those who tend to do well in Pre-Sales is actually very different from those who tend to be skilled in Sales.
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About Area 2: Pre-Sales