Sales Process Map. A step-by-step guide to reach prospects, qualify leads, and close deals

Transcription

1 Sales Process Map A step-by-step guide to reach prospects, qualify leads, and close deals z Website Visitors Sales Plan and Execute Marketing Campaigns Organic web traffic AdWords referrals responses Contact me request Free trial Event registration leads. Use lead nurturing and call downs to re-market. Marketing New Customers Google Search Marketing Online Ads Social Ads Partners Content Marketing Events Trade Shows PR Inbound Calls Yellow pages Google Maps Word-of-mouth referrals Organic Views Social networks Content marketing Create New Leads Search for the customer in Salesforce If one doesn t exist, create a new lead New e-book or offer Marketing Automation Set up auto-response s - Thank you for your interest Lead Scoring - Geography - Company size - Product of interest Assignment Rules - Lead score - Geo - Buying stage My Open Leads Duplicate Lead? Working Leads Establish Contact? Qualified? Open Opportunities Presentation Proposal Negotiation Won Set up different views to The find duplicate button When you re working a lead, It is becoming more difficult Create a set of qualification You can monitor your Find a business process that fits your product and manage your leads. For searches for similar leads or you ll set up a series of tasks, than ever to contact a lead. It questions, such as current opportunity reports and sales methodologies and processes, matching example, Today s Leads or contacts in Salesforce. which might vary based on the may take several attempts situation, product of interest, dashboards to keep track the way you already sell. leads sorted by lead type. type of lead. For example: and various tactics to timeframe, key decision makers. of your top deals and If a lead turns out to be a establish a relationship. prioritize your time. duplicate, easily merge the two Day 1: Personalize mass If the lead is qualified, convert it opportunities. Use lead records. Day 2: Call/voic into a contact, with an nurturing and call Day 4: Call/voic associated opportunity and downs to re-market. Salesforce has a number of Day 7: Personalize mass account. AppExchange partners that provide high volume de-duplication and data cleansing tools. Support Salesforce gives your entire company a 360-degree view of your customers and facilitates collaboration across your organization, helping you build strong, lasting customer relationships. Campaign ROI Top Search Terms Leads by Source Lead Quality

2 Step 1: Generate More Leads Plan and execute marketing campaigns that generate demand for your product or service. Capture those leads through a variety of channels including your website. Website Visitors Plan and Execute Marketing Campaigns Organic web traffic AdWords referrals responses Contact me request Free trial Event registration Google Search Marketing Inbound Calls Create New Leads Marketing Automation Online Ads Social Ads Partners Content Marketing Events Trade Shows PR Yellow pages Google Maps Word-of-mouth referrals Organic Views Social networks Content marketing Online communities Search for the customer in Salesforce If one doesn t exist, create a new lead New e-book or offer Set up auto-response s - Thank you for your interest Lead Scoring - Geography - Company size - Product of interest Assignment Rules - Lead score - Geo - Buying stage Campaign ROI Top Search Terms Leads by Source Lead Quality

3 Step 2. Optimize Lead Flow Create a closed-loop follow-up process so leads don t slip though the cracks. Establish a lead qualification process to make sure all sales reps use the same consistent methodology. leads. Use lead nurturing and call downs to re-market. My Open Leads Duplicate Lead? Working Leads Establish Contact? Qualified? Set up different views to manage your leads. For example, Today s Leads or leads sorted by lead type. The find duplicate button searches for similar leads or contacts in Salesforce. If a lead turns out to be a duplicate, easily merge the two records. Salesforce has a number of AppExchange partners that provide high volume de-duplication and data cleansing tools. When you re working a lead, you ll set up a series of tasks, which might vary based on the type of lead. For example: Day 1: Personalize mass Day 2: Call/voic Day 4: Call/voic Day 7: Personalize mass It is becoming more difficult than ever to contact a lead. It may take several attempts and various tactics to establish a relationship. Create a set of qualification questions, such as current situation, product of interest, timeframe, key decision makers. If the lead is qualified, convert it into a contact, with an associated opportunity and account. Lead by Status Lead Conversion % Converted Leads by Month Top Sales Reps

4 Step 3. Close More Deals Close deals faster by providing a single place for updating deal information, tracking opportunity milestones, and recording interactions. Easily analyze your sales pipeline so you can quickly identify and eliminate any bottlenecks in the sales cycle. Marketing New Customers Sales Open Opportunities Presentation Proposal Negotiation Won You can monitor your opportunity reports and dashboards to keep track of your top deals and prioritize your time. Find a business process that fits your product and sales methodologies and processes, matching the way you already sell. opportunities. Use lead nurturing and call downs to re-market. Support Salesforce gives your entire company a 360-degree view of your customers and facilitates collaboration across your organization, helping you build strong, lasting customer relationships. Top 10 Deals Month-to-Date Trending Closed Business by Month Top Sales Reps

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