Service
B2B sales process and pre-sales consulting
For companies selling technical or high-value products, where
Sound familiar?
What it solves
What we hear from teams before we start.
Pre-sales works on deals that never close- Deals sit in the same stage for months
- Each seller uses the stages their own way
- Customers are handed over without a briefing
What we cover
What we work on
- 01
The customer journey and handovers
We map how your customers buy, from first contact to signed contract and renewal, and set your sales stages against it. Every handover is written down: SDR to account executive, seller to
pre-sales , sales to customer success. These are the points where information tends to get lost and customers have to repeat themselves. - 02
Stages and exit criteria
Each stage gets exit criteria the whole team agrees on, based on what the customer has said or done, not on what the seller hopes. A deal at a given stage then means the same thing in every pipeline, and managers can compare like with like in reviews.
- 03
Rules for
pre-sales When a
pre-sales engineer joins, what the seller must have found out first, and how the work is shared across demos, technical workshops and proposals. Clear rules protectpre-sales time for the deals where their input changes the outcome, and give sellers a simple way to ask for it. - 04
Qualification and forecasting
Deal-strength questions for each stage, drawn from a qualification framework your team can use every week. We build on what you already use and keep the language plain. Forecast categories and a record of how each deal's forecast changes make the number easier to trust and easier to question.
How it runs
What we do, step by step
- Week 1Map the journey
From first call to signed contract and renewal, including every handover.
- Weeks 2–3Define the stages
Stages with exit criteria the whole team agrees on, and deal-strength questions for each one.
- Weeks 3–4Set
pre-sales rulesWhen
pre-sales joins, what the seller prepares first, and how the work is shared. - Weeks 4–6Run it
Stage changes set up in your CRM, then deal reviews and coaching for managers until the process runs every week.
What you keep
Yours at the end
- A customer journey map with every handover
- Deal stages with exit criteria
- Deal-strength questions for each stage
- Rules for when
pre-sales joins a deal - A deal review format for managers
- Stage and field changes made in your CRM
How we measure it
Agreed with you in week one
We agree the measures up front and record the starting point, for example:
- Time deals spend in each stage
- Share of
pre-sales time on qualified deals - Win rate by stage
- How far the forecast moves late in the quarter
Price
Price and what is included
CRM, Pipeline and Forecast Set-up · 4 to 6 weeks
from £6,500 + VAT
This work is part of the CRM, Pipeline and Forecast Set-up: from £6,500 + VAT over four to six weeks, which also covers manager dashboards and a weekly forecast routine. The price depends on how many teams and ways of selling there are, and how much the CRM needs to change. Technical software configuration and data moves are quoted separately. Prices are + VAT at 20%, for VAT-registered businesses.
Book a 30-minute callIncluded
- Deal stages and exit criteria
- Deal-strength scoring and
pre-sales rules - Manager dashboards and weekly forecast routine
- QBR template and schedule for customer success
Software configuration and data moves are quoted separately.
Compare all packagesQuestions
Questions about this service
When should a pre-sales engineer join a deal?
When the customer has a confirmed need and the open questions are technical: fit, integration, security or a tailored demo. Before that point the seller should have qualified the deal and briefed
What does a pre-sales engineer do?
A
How do you calculate sales forecast accuracy?
Choose a fixed point, for example the start of each month, and record the forecast for the period. When the period closes, compare it with what was actually won. A common measure is the gap between the two as a percentage of the actual result. Tracked over several quarters, it shows whether the forecast is getting better.
Which deal qualification framework should we use?
MEDDIC, BANT and the others ask similar questions: is there a real need, who decides, how, by when and with what budget. The best framework is the one your team uses on every deal. We usually start from what you have and turn it into a few plain questions for each stage.
Does this change our CRM?
Usually the stages and a few fields. We set those up with you as part of the work, together with your CRM admin, so changes follow your own rules for the system. Larger technical changes, integrations or data moves are quoted separately.
Is pre-sales involved in setting the rules?
Yes. The rules only work if sales and
Start with a 30-minute call
Tell us how your team sells today and what you want to change. If we can help, we will say how and what it costs. If we cannot, we will tell you that too.