Will upload images next week
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Clarity Sales Process for Outbound & Inbound Lead Management
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This document serves to outline the end to end sales process here at Clarity. This document is living and will change over time however, the fundamental actions taken within this strategy will remain the same.
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The objective of this process is to ultimately bring more opportunity to the team at Clarity. By providing significant value before during and after-sales interactions, we will persuade potential customers of our skills and expertise. Each section of this document is broken down into the stages of the sales funnel with the specific actions taken within each stage.
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Blueprints Explained
When working at any stage within the sales blueprint, you will see the “blueprint” state section in a record.
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In the example above, this is a new lead. Our options are to complete the first NL Call 1 or to specify that we are now in contact with the Decision Maker. If you are unsure of which is the appropriate next step, select “View Configured Actions” on the right side of the screen.
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This window will outline where the transition options will take you within the process. All of the transitions within this process are very clearly and obviously outlined but if you have questions, ask. As you move further down the sales funnel, the transition options increase in quantity as explained below.
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As you select that you have completed the next transition within the process, the system will automatically assign tasks, reassign lead ownership and much more. This allows each member of the sales team to operate their daily activities from the “ACTIVITIES” module. New leads will be assigned to each sales team member based upon their activity buckets and where each lead is within the pipeline.
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Lead Sources
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Tools
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Awareness
Within this stage, there are two types of customers.
We will use two methodologies to attempt to turn the unaware, to the aware. Psychologically, our customers will determine they have a need-based upon internal sources or external sources.
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Internal: They are aware they have a need because they are dealing with the present issue on a consistent basis
External: We present information about potential needs and monitor which pain point resonates then pursue with solution-based sales.
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Once a lead is created, ZOHO will assign a task to the appropriate member of the team based upon our assignment rules. Each record will be given a 24 hour period to be contacted.
Leads that are imported into the system are being deemed as ready to be contacted therefore, once a lead is imported it is assumed that it will be contacted.
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Any lead that sales have or will be engaging with must be entered into ZOHO CRM.
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If a lead has not been contacted within the designated time period, alerts will be sent to the team notifying that the lead record needs to be reassigned.
NL Stages
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New Lead Stage Key Points
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The objective of this stage is to push all leads towards a Needs Analysis Call or a Demo.
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If a DM is contacted during any stage of the process, the salesperson will select “NL DM Contacted” opening the next phase of the process
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If a DM is unable to be contacted, the sales-person will select “NL Call 5 No Contact” moving the lead to “Unable to Contact” This will reassign the lead back to the Marketing team to rest for a period of 30-90 days before the lead is reassigned for another attempt to contact.
Discovery/Evaluation
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The objective of all Pre Sales communication is to set up a time for a Needs Analysis Call or a Demo. All paths lead to this outcome unless we determine a lead to be Not Qualified or they are Not Interested
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Once a DM has been contacted there are five routes the record can follow;
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At the successful completion of this stage, the lead will be sent an email with the option to schedule their Needs Analysis call or skip directly ahead to a Demo. Sales will then update the record based upon their choice.
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Once a Needs Analysis call has been agreed to, you have the following options
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Needs Analysis Call Scheduled
Once an NA Call is held you will select the option accordingly. The objective is to schedule a Demo however, in some cases we will have to follow up with the lead multiple times. Upon selecting the “Needs Call Held” option, you will have the following options.
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Unless a Needs Analysis call results in a demo, all paths will end up in the Needs FU process
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Demo
Once a demo is requested, you will have the following options;
By selecting “Demo Scheduling” you are indicating that you are in process for scheduling the demo.
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Once the demo is set;
If Demo is held
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Once the lead has requested a proposal, the lead is then converted into a deal and Senior Sales manages all further communications within the deal pipeline.
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Purchase
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Loyalty
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