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Sales Process Map

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Learn how to attract new customers, nurture them via traditional and social channels, and close deals faster with this Sales Process Map. A step-by-step outline to improve your sales process. Created by the team at Salesforce.com.

Published in: Business, Technology
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Sales Process Map

  1. 1. Sales Process Map A step-by-step guide to reach prospects, qualify leads, and close deals Top Search Terms Leads by SourceCampaign ROI Lead Quality z New e-book or offer Social networks Content marketing 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 email Day 2: Call/voicemail Day 4: Call/voicemail Day 7: Personalize mass email It is becoming more difficult than ever to contact a lead. It may take several attempts and various tactics to establish a relationship. Keep an archive of dead leads. Use lead nurturing and call downs to re-market. 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. Open Opportunities Presentation Proposal Negotiation Won Marketing Sales Support New Customers 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. Inbound Calls Website Visitors Create New Leads Marketing Automation Organic web traffic AdWords referrals Email responses Web Form Set up auto-response emails - “Thank you for your interest” Lead Scoring - Geography - Company size - Product of interest Assignment Rules - Lead score - Geo - Buying stage Yes Yes No No Yes No Keep an archive of dead opportunities. Use lead nurturing and call downs to re-market. 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. Yellow pages Google Maps Word-of-mouth referrals “Contact me” request Free trial Event registration Search for the customer in Salesforce If one doesn’t exist, create a new lead Organic Views Web Form Plan and Execute Marketing Campaigns Google Search Email Marketing Online Ads Social Ads Partners Content Marketing Events Trade Shows PR
  2. 2. Inbound Calls Website Visitors Create New Leads Marketing Automation Organic web traffic AdWords referrals Email responses Web Form Set up auto-response emails - “Thank you for your interest” Lead Scoring - Geography - Company size - Product of interest Assignment Rules - Lead score - Geo - Buying stage Key Metrics 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. Plan and Execute Marketing Campaigns Google Search Email Marketing Online Ads Social Ads Partners Content Marketing Events Trade Shows PR Yellow pages Google Maps Word-of-mouth referrals “Contact me” request Free trial Event registration Search for the customer in Salesforce If one doesn’t exist, create a new lead Top Search Terms Leads by SourceCampaign ROI Lead Quality Organic Views Web Form New e-book or offer Social networks Content marketing Online communities
  3. 3. 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 email Day 2: Call/voicemail Day 4: Call/voicemail Day 7: Personalize mass email It is becoming more difficult than ever to contact a lead. It may take several attempts and various tactics to establish a relationship. Keep an archive of dead leads. Use lead nurturing and call downs to re-market. 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. Yes Yes No No Key Metrics 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. Converted Leads by MonthLead by Status Lead Conversion % Top Sales Reps
  4. 4. Open Opportunities Presentation Proposal Negotiation Won Marketing Sales Support New Customers 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. Yes No Keep an archive of dead opportunities. Use lead nurturing and call downs to re-market. 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. Key Metrics 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. Month-to-Date Trending Closed Business by Month Top Sales RepsTop 10 Deals
  5. 5. Ready to get started driving sales? Try it now ›Try salesforce.com for free.

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