Setup for Success. We encourage you to visualize the following when thinking about PipelineDeals three core concepts:

Transcription

1 G E T T I N G S TA R T E D W I T H P I P E L I N E D E A L S Setup for Success We encourage you to visualize the following when thinking about PipelineDeals three core concepts: PEOPLE are your relationships, representing the DEAL opportunities in the briefcase, which are both housed inside the office building, which is the core COMPANY.

2 How your data is organized Person The contacts and leads associated to companies and deals. People are your business relationships. In the Person tab, you can customize the following: Person Status Person Tags Person Custom Fields Sources ToDo Templates Deal The opportunities in your sales pipeline. Deals represent the products or services you are selling. Every deal has an amount and expected close date. In the Deal tab, you can customize the following: Deal Stages Deal Custom Fields Sources ToDo Templates Company The organizations or accounts that your people are connected to. Company profiles provide an aggregate view of the Deals and People that you have permission to view. In the Company tab, you can customize the following: Company Custom Fields PipelineDeals: Setup for Success 2

3 People-specific data Person tags Creating tags for People in PipelineDeals is a quick and flexible way to associate keywords with People. Tags provide a way for custom groupings of people. Tags are a great way to track information about People when the data points you want to track aren t directly related to each other. You ll be able to add this information to the List Views in PipelineDeals to easily search and identify People with specific tags. Tag example Reason behind this tag Decision Maker This tag is added to any person who your team believes to be the primary decision maker at the target company. Golfer This tag is added to any person who indicated an interest in golf so that you can invite them to your annual golf outing. May If you d like to track which month your client s birthdays fall under so that you can send them wellwishes, you could create tags for each month. PipelineDeals: Setup for Success 3

4 Person status Person Statuses will allow you to create a colorcoded list of statuses for the individuals you do business with. These are useful for predeal qualification. You can add as many statuses as you like and select custom colors for each one. By setting up Person Statuses that make sense to your process, you and your sales team can easily identify which individuals you should prioritize in your outreach efforts. They are easily incorporated into your List Views for a quick visual guide to your prospects and clients. Status example Reason for this status Hot Should be followed up with immediately. Warm These people have indicated some interest but are not as close to a decision as someone in the Hot status. Cold These are people who have never expressed interest in your products previously. PipelineDeals: Setup for Success 4

5 Person custom fields Do you have anything special you d like to track and report on in PipelineDeals? If you have data points specific to your business, we can help you build custom fields for People that are searchable in our List Views for reporting purposes. There are many different options for how you can setup custom fields, including dropdowns, picklists, date and currency fields. While PipelineDeals includes many great trackable data options, we can t account for every different business type and scenario. Custom Fields give you the flexibility to add and report on any additional information that your business requires. People custom field example Reason for this custom field Role Identify their particular role within the company: Sales, Marketing, Finance? School attended Track which college your contacts attended for networking purposes. Pro Tip: Create as a text field. Communication preference Identify the best way to contact them by , phone or either. PipelineDeals: Setup for Success 5

6 Deal-specific data Deal Stages Deal Stages are one of the most important customizable options in PipelineDeals. They will give you the ability to define your sales cycle and track how much revenue you have in each stage. Typically, less is more with Deal Stages too many and it becomes cumbersome for salespeople to track. Deal Stages are critical for tracking your team s sales cycle and predicting your future revenue. You can assign a specific probability of closing the deal with each stage and then use our Weighted Forecast Deal Custom Field to provide a potential revenue forecast. Deal stage example Reason for this stage Meeting/Presentation You have met the customer in person and presented the opportunity. Negotiation This is an intermediate stage in which your sales team has progressed to negotiations for a potential close. Won This business has been won and the deal is considered closed. PipelineDeals: Setup for Success 6

7 Deal custom fields Do you have anything special you d like to track in PipelineDeals? If you have data points specific to your business, we can help you build custom fields for your Deals. These can always be segmented in your List Views for reporting purposes. There are many different options for how you can setup custom fields: dropdowns, picklists, date and currency fields. While PipelineDeals includes many great trackable data options, we can t account for every different business type and scenario. Custom Fields give you the flexibility to add and report on any additional information that your business requires. Deal custom field example Reason for this deal custom field Product Category Product Category This will allow you to filter and report based on your different product lines. Upsell Opportunity This would allow you to mark accounts that could potentially be upsold in the future. Renewal Date This would allow you to track when your clients are up for renewal and act accordingly. Pro Tip: This would best be created as a date field. PipelineDeals: Setup for Success 7

8 Company-specific data Company custom fields Do you have anything special you d like to track in PipelineDeals? If you have data points specific to your business, we can help you build custom fields for Companies. These can always be used in our List Views for reporting purposes. There are many different options for how you can setup custom fields: dropdowns, picklists, date and currency fields. While PipelineDeals includes many great trackable data options, we can t account for every different business type and scenario. Custom Fields give you the flexibility to add and report on any additional information that your business requires. Company custom field example Reason behind this custom field Geographic Region Geographic Region This will allow you to filter your List Views by geographic region versus relying on selecting individual states. Industry Track which industry each of your clients belong to. Pro Tip : create as a dropdown. Competitor This would allow you to designate if a customer is using any of your competitor s products. Pro Tip : create as a picklist. PipelineDeals: Setup for Success 8

9 Person & Deal concepts Sources Let s talk about where your leads come from. Do you attend trade shows, get referrals from your website or does your sales team rely on good old fashioned cold calling? In PipelineDeals you can set up a Source field to track where your leads came from at the Deal or Person level. Setting up Sources for your People and Deals in PipelineDeals will help you track your ROI from different lead generators. Person source example Reason behind this source Tradeshow Indicates that the lead was acquired as part of a trade show that your company attended. Cold Call Indicates that the lead was referred by a business partner, website or existing client. Pro Tip: Break this out into separate sources for the different types of referrals you might get. Referral Indicates that your sales team qualified this lead during their cold calling efforts PipelineDeals: Setup for Success 9

10 Tasks & Events Two of the most important functions in any CRM: a) Record your team s history with the companies you do business with and b) Keep a running list of whom you need to interact with and when. Tasks are items on your ToDo list that don t necessarily have an exact time associated with it. In contrast, an Event has a specific start and end time, for example, a Demo Call or InPerson Meeting. Task & Event Categories: You have the ability to modify the different types of Tasks and Events categories that users can select from. ToDo Templates: A helpful feature within Tasks and Events are "ToDo Templates" which allow you to establish a consistent workflow in driving your sales to close. At the person and deal level, you can string together a series of templates to help keep you on track. Tasks and Events are important to help your sales team stay organized and for tracking how they re spending their time. Having Task and Event types that represent the types of things that your sales team does day-to-day will ensure that you can track the efforts being put into each of your clients and prospects. Taks & event category example Reason behind this category Phone Call Either an incoming or outbound phone call. Followup or Prospect Outreach Campaign Appointment Indicates an in-person visit to a client or prospect. PipelineDeals: Setup for Success 10

11 Activity Categories Activities give users the ability to add notes to a Company, Person or Deal. You can alert other users about an activity by collaborating through and in-app notifications. Activities allow you to see and share the history of your interactions with an account. Pro Tip: Name your Activity Categories similar to Tasks & Events. Activity category example Reason for this category Phone Call Notes from an incoming or outbound call Track sent Appointment Notes after an inperson visit to a client Shared Documents Upload documents to your account for the entire team to view and use. You can access a list of documents uploaded on Company, Deal and Person profile pages, documents attached to s tracked in PipelineDeals and any shared documents in the account. Instead of continuously circulating updated sales documentation, you can upload it once to PipelineDeals where the sales team can access it at any time or any place. Field ordering Customize your Person, Deal and Company field preferences. You can decide which fields are displayed, required, and the order in which they appear when adding or editing. Only view the fields necessary to your team and business. If it is streamlined and easier to use, your team will adopt to PipelineDeals quickly and easily! PipelineDeals: Setup for Success 11

12 Final Touches: Make PipelineDeals Your Own Colors & Branding Let us make PipelineDeals your home! We ve taken the liberty of customizing your account with your Company logo and colors tell us what you think! Adding your company s custom branding can help your team adopt PipelineDeals as their very own sales productivity tool. Want to learn more? Attend one of our Webinars! Need Help? Contact our Customer Care team from 8AM to 8PM EST! Need a little more help? Contact us for more information on our Start Services packages! customersuccess@pipelinedeals.com