Dominate 2016 With a Sales Process That Works | PipelineDeals

Grow University Dominate 2016 With a Sales Process That Works

 

At PipelineDeals, we enable businesses of all types to grow their revenue, grow their relationships, and grow their overall success with our powerful software and education. The most successful businesses establish their sales process first, and then use PipelineDeals to power their process. If you need help getting started, please reference the questions below to help guide you as you create your own sales process. We realize that this is not a one-size-fits-all solution, but are hopeful it will help to get you pointed in the right direction!

Creating a Sales Process That Works For You

  1. What is the sales process of others in my industry? (Google is your friend!)
  2. Learn from your past! Review your last 10 deals and record...
    • What were the milestone events that progressed the deal forward? (E.g. if a customer first requests information, the your salesperson follows up with a needs analysis phone call, then schedules a demo if they are a good fit…. the stage labels will be something like Request Info, Needs Analysis, Demo, etc.)
    • Admin Tip: These will be your 'Deal Stages' in PipelineDeals.
    • What is the targeted outcome you'd like to see for each stage?
    • For each stage, what types of touchpoints happened with the customer at each stage? (e.g. email, postcard, phone call, etc.)
    • Admin Tip: These will be your 'Activities' and 'Tasks' in PipelineDeals.
    • What is the event (or task or activity) that will trigger the deal moving out of this stage into the next
  3. How do you want to prioritize your day?
    • What information do you need to capture to help you do this? E.g. If you want to work off of a list of deals expected to close this month-- and prioritize based on value, then field you'd want to make sure you are capturing data for expected close dates and the deal amount.
    • PipelineDeals Tip: You'll use list views on your Deal, Company or People tabs to create these types of reports.
  4. How do you want to analyze your past?
    • What information/fields do you need to create reports to power your decisions?
    • PipelineDeals Tip: You'll use list views on your Deal, Company or People tabs to create these types of reports.
  5. What are the key marketing, sales and technology tools your team needs to efficiently and effectively move deals through your sales process?
    • What marketing tools do we have? What do we need still need? E.g. Success Stories, White Papers, Product Presentations
    • What sales tools do we have? What do we need still need? E.g. Discovery Questions, Objection Handling Scripts, Value Propositions, Elevator Pitch
    • What technology tools do we have? What do we need still need? E.g. Contact Relationship Management Software, Meeting Scheduler, Email and insights into email engagement, Task/Todo organization, Notes, Client Information, Team Collaboration
    • Note: PipelineDeals has you covered here!
  6. Are we tracking all of the above in our PipelineDeals Account?
  7. Who on our team is going to own defining our sales process and make sure they gather feedback from end users to drive widespread adoption?
  8. How regularly are we planning to revise and our process and update our PipelineDeals account accordingly? (Weekly? Monthly? Quarterly?)
    • Schedule it!

Congratulations! You're off to a great start in being more productive with your PipelineDeals account! Call us at +1 (866) 702-7303 if you have any questions.

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