Three Common Areas of a Sales Process with CRM automation examples:
Lead Generation & Qualification
- Lead Scoring automatically calculates the quality of a lead. Hot leads are assigned to the sales rep by region in real-time. (The unqualified leads can go into a campaign until they reach the desired status.)
- Workflow tools remind sales reps to follow-up with their focused leads.
- Marketing teams continue to nurture leads that aren’t as qualified. These leads are focused on the buyer persona and customized to each contact.
- Sales and marketing teams have instant access to each lead’s status in the sales cycle.
- Instant notifications keep sales reps moving their opportunities through the sales stages
- Marketing teams can view and track leads in the sales cycle to calculate ROI.
Understand the Needs of the Prospect
- Email marketing and campaigns provide ongoing, product-focused content to your prospects. Their reactions to these marketing attempts offer insight into their product interests.
- Product-specific campaigns provide customers with continual information related to products.
- Customer’s previously purchased products are tracked for re-sell and up-sell future opportunities.
Solving the Prospect’s Issue with your Solution
Once the prospect signs the contract, the sales cycle is not complete. Your “new” customer may need to track shipments, schedule services, or perform quality checks. Workflow tools can provide automatic updates to your customer and notify your team of changes that occur within the process.
Customers will need on-going support with questions related to their purchases. You need to keep the customer happy by providing instant answers or timely escalations to make sure their questions are resolved.
Lead Scoring is a tool used by sales and marketing teams to determine the worthiness of leads. Scores are attached to each lead based on their behavior relating to their interest level in products or services. The "value" of each lead differs from company to company....
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