Keeping your teams aligned: from Sales to Success

Picture this: you’ve started working on a big deal, and things are moving fast. But as more teams get involved—pre-sales, sales, product experts—it’s easy for things to get lost in the handover. If everyone isn’t aligned, the deal slows down, details are missed, and sometimes the customer gets frustrated.

Keeping your teams aligned during each phase of the process is crucial for keeping deals on track and clients happy. Here’s where things often go wrong—and how to avoid it.

The first hurdle: from discovery to opportunity

It all starts with the pre-sales or inside sales team. They’re the ones qualifying the lead, understanding the customer’s pain points, and setting up discovery meetings. They know the customer’s needs inside and out. But when it’s time to bring in product experts or pass the lead to the sales team, things can get tricky.

Without a smooth transition, the product team might not get all the context they need. Critical information from those initial calls might get missed, leading to awkward moments during demos or proposals. The sales team shouldn’t have to rehash what’s already been covered. Instead, they should be able to pick up where pre-sales left off—seamlessly.

Sales takes over: building the relationship

Once the sales team is fully in charge, their job is to nurture the relationship, answer questions, and close the deal. They’re focused on understanding what makes the customer tick, handling objections, and working out pricing strategies. But they rely heavily on the foundation laid by the pre-sales team.

If the handover from pre-sales wasn’t thorough, sales might miss key details that can cost them the deal. This stage is where smooth communication between teams is crucial. If the sales team doesn’t know everything the pre-sales team learned, they can easily repeat conversations or miss a major pain point.

Bringing in the C-suite: closing large deals

For larger deals, you might need to get the C-suite involved. Whether it’s the CEO stepping in for final negotiations or senior leadership showing up to add authority, it can be high-stakes.

But here’s the problem: the C-suite hasn’t been in the trenches with the rest of the team. They don’t have the full context from earlier meetings, which can lead to them walking into a conversation underprepared. The last thing you want is leadership repeating what’s already been said or missing crucial details that could sway the deal.

Each team handoff is an opportunity to either build customer trust or risk losing it. Clear communication and alignment are essential for keeping the deal—and the customer—on track.

Post-sale handoff: onboarding the client

So, the deal is closed—great! Now, the onboarding team takes over. Their job is to ensure the customer gets what they were promised and that the transition from prospect to client is smooth. But here’s where many companies stumble.

The onboarding team often doesn’t have access to the full context from the sales cycle. They might not know what promises were made during negotiations or what specific challenges the customer is facing. Without this knowledge, onboarding can feel disjointed, and the client’s first experience with your product or service might fall flat.

Long-term success: the customer success team steps in

Once onboarding is done, it’s up to the customer success team to take the reins. They’re responsible for maintaining the relationship, ensuring the client sees value, and addressing any issues that come up. But again, they often don’t get the full story from earlier phases.

If customer success doesn’t know the context from sales or onboarding, they might miss opportunities to add value or solve problems early. This lack of alignment can lead to missed renewal opportunities and, in the worst case, churn.

What happens when someone leaves?

There’s another challenge that can throw everything off: people leave. Maybe the sales rep who’s been nurturing the relationship for months decides to move on. Or the customer success manager handling your top client leaves the company. Suddenly, someone new has to step in and get up to speed, which can delay deals or even damage long-standing customer relationships.

Without a clear handover system, the new person is left scrambling to piece together what’s happened so far—and it’s the customer who suffers.

Microspace: the secret to seamless handovers

Here’s where Microspace changes the game. Imagine having a dedicated space for each phase of the customer journey—from pre-sales, through sales, onboarding, and all the way to customer success. Every team involved can access the same centralized hub, complete with all the context and updates they need, no matter when they join.

  • Pre-sales to sales? No more lost details. The sales team sees everything the pre-sales team shared with the prospect, making it easy to continue the conversation without rehashing old ground.
  • Onboarding and customer success? No starting from scratch. The onboarding team knows what’s been promised, and customer success has full visibility of the client’s journey.
  • When someone leaves? No problem. With everything documented and organized, a new team member can step in, see the full history, and get up to speed instantly. No delays, no frustration.

Keeping teams aligned without missing a beat

Aligning your internal teams during a deal is one of the biggest challenges in any complex sales process. From pre-sales to sales, onboarding to customer success, every phase requires clear communication and smooth handovers. With Microspace, you have the tools to keep everyone informed, aligned, and ready to deliver—no matter how many teams are involved or who joins the process.

Picture this: you’ve started working on a big deal, and things are moving fast. But as more teams get involved—pre-sales, sales, product experts—it’s easy for things to get lost in the handover. If everyone isn’t aligned, the deal slows down, details are missed, and sometimes the customer gets frustrated.

Keeping your teams aligned during each phase of the process is crucial for keeping deals on track and clients happy. Here’s where things often go wrong—and how to avoid it.

The first hurdle: from discovery to opportunity

It all starts with the pre-sales or inside sales team. They’re the ones qualifying the lead, understanding the customer’s pain points, and setting up discovery meetings. They know the customer’s needs inside and out. But when it’s time to bring in product experts or pass the lead to the sales team, things can get tricky.

Without a smooth transition, the product team might not get all the context they need. Critical information from those initial calls might get missed, leading to awkward moments during demos or proposals. The sales team shouldn’t have to rehash what’s already been covered. Instead, they should be able to pick up where pre-sales left off—seamlessly.

Sales takes over: building the relationship

Once the sales team is fully in charge, their job is to nurture the relationship, answer questions, and close the deal. They’re focused on understanding what makes the customer tick, handling objections, and working out pricing strategies. But they rely heavily on the foundation laid by the pre-sales team.

If the handover from pre-sales wasn’t thorough, sales might miss key details that can cost them the deal. This stage is where smooth communication between teams is crucial. If the sales team doesn’t know everything the pre-sales team learned, they can easily repeat conversations or miss a major pain point.

Bringing in the C-suite: closing large deals

For larger deals, you might need to get the C-suite involved. Whether it’s the CEO stepping in for final negotiations or senior leadership showing up to add authority, it can be high-stakes.

But here’s the problem: the C-suite hasn’t been in the trenches with the rest of the team. They don’t have the full context from earlier meetings, which can lead to them walking into a conversation underprepared. The last thing you want is leadership repeating what’s already been said or missing crucial details that could sway the deal.

Each team handoff is an opportunity to either build customer trust or risk losing it. Clear communication and alignment are essential for keeping the deal—and the customer—on track.

Post-sale handoff: onboarding the client

So, the deal is closed—great! Now, the onboarding team takes over. Their job is to ensure the customer gets what they were promised and that the transition from prospect to client is smooth. But here’s where many companies stumble.

The onboarding team often doesn’t have access to the full context from the sales cycle. They might not know what promises were made during negotiations or what specific challenges the customer is facing. Without this knowledge, onboarding can feel disjointed, and the client’s first experience with your product or service might fall flat.

Long-term success: the customer success team steps in

Once onboarding is done, it’s up to the customer success team to take the reins. They’re responsible for maintaining the relationship, ensuring the client sees value, and addressing any issues that come up. But again, they often don’t get the full story from earlier phases.

If customer success doesn’t know the context from sales or onboarding, they might miss opportunities to add value or solve problems early. This lack of alignment can lead to missed renewal opportunities and, in the worst case, churn.

What happens when someone leaves?

There’s another challenge that can throw everything off: people leave. Maybe the sales rep who’s been nurturing the relationship for months decides to move on. Or the customer success manager handling your top client leaves the company. Suddenly, someone new has to step in and get up to speed, which can delay deals or even damage long-standing customer relationships.

Without a clear handover system, the new person is left scrambling to piece together what’s happened so far—and it’s the customer who suffers.

Microspace: the secret to seamless handovers

Here’s where Microspace changes the game. Imagine having a dedicated space for each phase of the customer journey—from pre-sales, through sales, onboarding, and all the way to customer success. Every team involved can access the same centralized hub, complete with all the context and updates they need, no matter when they join.

  • Pre-sales to sales? No more lost details. The sales team sees everything the pre-sales team shared with the prospect, making it easy to continue the conversation without rehashing old ground.
  • Onboarding and customer success? No starting from scratch. The onboarding team knows what’s been promised, and customer success has full visibility of the client’s journey.
  • When someone leaves? No problem. With everything documented and organized, a new team member can step in, see the full history, and get up to speed instantly. No delays, no frustration.

Keeping teams aligned without missing a beat

Aligning your internal teams during a deal is one of the biggest challenges in any complex sales process. From pre-sales to sales, onboarding to customer success, every phase requires clear communication and smooth handovers. With Microspace, you have the tools to keep everyone informed, aligned, and ready to deliver—no matter how many teams are involved or who joins the process.

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