Stage 1New Lead

follow up and confirmation of interest*

Stage 2Sales

development (demo, trial,

quote)*

Stage 3Completed

Sale

Stage 4 Post-sales (training,

renewals & add-on’s)

Lead Sales Flow

* At any point we are not successful in advancing the sale, the record ownership becomes Marketing with the goal of returning back to Sales Flow (see Marketing Flow)

Abstract of Implementation of Sales Funnel in CRM

•All contacts are tracked through the Lead, Prospect, Demo, Trial Phase, Quote Phase until the sale is made or goes cold. If cold/lost, will be picked up by Marketing for drip marketing•After the sale, all customers are tracked for Training, Renewals and add-on Sales (more licenses, training, add on products, etc.)‐

Key Information Points for Sales Funnel: •The date the contact entered the stage •The user responsible for getting the contact to that stage (or source for new leads) •The reason for a victory or loss in that stage, or… •The reason that the contact did not make it to the next stage. This will trigger path taken by ConEst Marketing

Method of Tracking this Information: • Contact history is used to report on contacts as they move through the funnel. •Minor additions to existing ID Status select list adding Lead, Demo and Quote and we have three statuses of Trial “Trial Ends” “Trial>inactive””Trial>Ret. I think we need to reduce to two and clean up the remaining values in list so we have more reportable data going forward.

What this Structure will Provide: •Progress of contacts through the sales funnel. •Amount of time between funnel stages. •The rep responsible for the success of the last stage. •Insight into the reason for success or failure at each stage. •Handoff to Marketing for “drip” marketing with the goal of returned lead to active prospect pipeline

Limits of this Approach: •Using the current approach to tracking calls, the only way to know if the prospect/customer has been contacted during the phase will be to report on the “last date” value of the pending call for that record and ID Status. •No insight into financial pipeline unless a quote has been created or forecasted close date.

Utilize the Opportunities area of GoldMine, which could also forecast revenue and probability and sales accountability.

Prospect / Suspect addedfrom GoldMine

Email Campaign –

success stories, new features and events

Trial Offers. Free Webinars

Suspect/ Prospect

Reengaged

Return to Sales Stage 2

Marketing Flow for Prospects/Suspects