Imagine a company that manufactures specialized coffee machines - high quality, technically sophisticated and with a proud price tag. These machines are a real added value for large cafés or companies where coffee enjoyment plays a role and trained staff are available to operate the machines.
Without a structured presales process, the company's sales staff could randomly approach all kinds of businesses - including small offices or restaurants where there is neither a need for high-quality coffee nor the necessary know-how. The result? Lost time, frustrated sales staff and missed opportunities.
According to a study by TrustMary, 85% of B2B companies name lead generation as their most important marketing objective - and yet many fail to efficiently identify and target their most valuable leads. This is exactly where a well thought-out presales process comes in: It helps to avoid wastage and focus on the most promising prospects.
What is presales anyway?
What is presales anyway? Presales is more than just the first step in the sales process. It is the art of strategically positioning your product or service so that it precisely meets the needs of potential customers. It's not just about closing the sale - it's about understanding challenges, building relationships and developing tailor-made solutions for potential customers.
An effective presales process helps to qualify interested parties in a targeted manner - for example, according to company size, requirements, budget or technical expertise. The result? Higher closing rates, shorter sales cycles and a growing base of satisfied customers.
The Process as a success factor in B2B sales
The B2B sector in particular shows how crucial a well thought-out presales process is. This is because in commercial marketing, products usually require explanation - they require intensive consultation, product demos, test versions or technical assessments by specialist departments.
What's more, B2B purchasing decisions take more time than just pressing the “order now” button. However, a structured presales process shortens the customer journey by providing prospective customers with exactly the information they need in their current decision-making phase. In the process. CRM software that accompanies and maps this process becomes the central tool for sales.
May we introduce:the new presales module from Iptor multiflex.
Since 2025, a presales module has been added to our CRM system - developed to provide targeted support for the entire process.A central platform for managing customer interactions, tracking leads and analyzing data makes presales activities more efficient.
Our CRM solution can be seamlessly integrated into mx.ERP and offers numerous benefits that go far beyond the functions of a standalone CRM. Here are the most important features that will help you to manage your customer relationships more efficiently:
🔹 Lead-Management: mx.CRM makes it possible to capture, track and effectively manage leads in a structured way - so no potential customer is lost.
🔹 Data-based decisions: By analyzing customer behavior, market trends and sales data, mx.CRM provides valuable insights for the strategic orientation of presales.
🔹 Better cooperation: Thanks to the seamless integration with the ERP system, teams from sales, marketing and service can work hand in hand - with a shared view of the customer history.
🔹 Targeting customers: With a 360° view of the customer, conversations can be prepared and designed individually - for more personal and effective communication.
The new features of the presales module at a glance
✅ Central management of leads with a focus on the presales phase
✅ Deals can be recorded and tracked before an offer is created
✅ Freely definable phases in the sales cycle
✅ Flexible input fields for individual data entry
✅ Direct data import from mx.ERP
✅ Evaluation & reporting of the sales pipeline
✅ Forecast of capacity utilization and sales
💡 Tip: Experience the presales module in action.
In our free webinar, you will receive a detailed guided tour of our CRM software - with a practical orientation and shown directly on the system. Request the recording of the webinar now without obligation and discover how mx.CRM can optimize your presales process.
Conclusion
Today more than ever, a well-structured and well-thought-out presales process is crucial for sales success. With a modern CRM system such as mx.CRM, which is fully integrated into your ERP, you can not only better qualify leads, but also significantly increase the conversion rate. At a time when customer experience is everything, a strong presales process is the key to sustainable customer loyalty. Invest in the future - and start now.
👉 Arrange a free consultation appointment and find out how mx.CRM can take your presales management to the next level.
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