HubSpot defines Sales Motion as, “A sales motion is the combination of the actionable steps and general sales philosophy an organization employs to sell a product or service to prospects and customers.  Sales motions often vary depending on the nature of the company enacting them and the buyer persona that business is trying to appeal to.”

A search on Google for “sales motion” yields “About 18,800,000 results”, with hundreds (likely thousands) using the exact term…

Searching “presales motion” generated “About 1,390,000 results”, but with only one using the exact term.  (Which was done by me, describing Great Demo! training on the Presales Collective Education page.)

Sadly, there is no definition for Presales Motions…  Perhaps there should be!  Here’s a draft, based on the HubSpot wording above:

“A Presales Motion is the combination of the actionable steps and general presales philosophy an organization employs to secure the technical close or win for a product or service to prospects and customers.”

Some examples of Presales Motions?  How about:

  • Discovery that complements and goes beyond sales’ Discovery
  • Vision Generation Demos (could be both sales and presales motions)
  • Vision Reengineering
  • Solution Mapping
  • Technical Proof Demos
  • Executing POCs (and “workshops”, POVs, etc.)
  • Any “motion” that is done exclusively or typically by presales in the process of securing the technical close or win…

Thoughts?

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