1. Building a Sales Workflow that
Scales
Presenter: Bob Sabra
Starts at: 16:20
Duration: 30 mins

2. Bob Sabra
VP of Operations, MENA

3. Typical VS Perfect Customer Lifecycle
Understanding your own Sales Workflow Touchpoints
Derivatives: Nurturing, Scoring, Content, Requirements
and Reports
What we’re here to talk about
2
1
3
Executing, Documenting and Tweaking4

4. Understanding Customers
LIFECYCLE
1

5. How does a typical lifecycle look like
LEADS SALES

6. Now an ideal lifecycle
Lifecycle Marketing
Nurture ReferralsMagnet

7. Your own
#salesworkflow
2

8. What, where and how to look for the blocks
Analyze historical data
(lifecycle average,
personas, behaviors
etc…)
Rethink the process in
lights of the ideal
customer lifecycle
Come up with your own
touchpoints based on
specific triggers and
transitions
Close the loop from the
very beginning till the
very end

10. Nurturing, content and
scoring
Derivatives
3

11. There's also the fact that 63% of people requesting information on our
company today will not purchase for at least three months - and 20%
will take more than 12 months to buy.
#SalesCode

12. Alright… So what are the derivatives exactly
Smart ContentLead Nurturing Stage based
scoring

13. Definitive guide to workflow
Scalability
4

14. Workflow Scalability checklist
Logic documentation and definitions
Triggers and transitions
Progressive profiling and mandatory fields
Website content mapping to stages
Solid training for sales and marketing people
The right tools and technology
Review and Iteration mechanism

15. Questions?