ChartMogul sales workflow guide

Use ChartMogul to move leads through your sales process, from initial outreach through closing a deal. This guide walks you through a typical sales rep workflow using lists, customer records, opportunities, and tasks to stay organized.

Before you begin

• Connect email to your ChartMogul account
• Ensure your admin has set up customer lists and lead routing
• Ensure you’re familiar with your company’s sales process and when to use each stage
• (Optional) Set up automations for routine tasks like adding opportunities and tasks
• (Optional) Create sequences for lead engagement

1. Review your customer list

Use customer lists to review your assigned leads. For example, if your company assigns leads by geography, have your account admin set up an automation for lead routing based on territory. Then, review your leads using the My new leads default list.

ChartMogul updates lists with customers who match the defined filters. Use this list to start reviewing your new leads each day.

2. Research your customer

From the list, select a customer to view their record. Review points of interest that have been added as custom attributes such as industry, last login or company size. Visit their LinkedIn profile or business’ website to gather more information.

Conduct this research to determine if the lead is a good fit to buy your product or service based on the information you find.

3. Contact qualified leads

If you’ve determined the lead is not qualified, proceed to step 4.

When your research has determined that a lead is a good fit to buy your product or service, contact them by:

• Sending an email — Compose an email or use an email template.
• Calling them — Contact the lead by phone and log the call.
• Enrolling them into a sequence — Automatically send emails and assign tasks to maintain engagement.

4. Update the lead status

When you’ve determined a lead is not a good fit for your product or service, update their status to Unqualified Lead. You’ll stop working the lead and no further action is needed.

When a lead is qualified and you’ve contacted them, update their status to Working Lead.

5. Use the My working leads default list

Use the My working leads list to manage qualified leads who haven’t responded to your initial outreach.

When communicating with many leads at once, use tasks to stay organized. Create tasks manually or using automation for follow-up calls, scheduling product demos, connecting on LinkedIn or sending an email before a trial expires.

If you receive a response that a lead is not interested in your product/service or there is no response after a specified period of time (ex: 30 days), update their status to Unqualified Lead.

6. Create an opportunity

When a lead communicates that they would like to evaluate your product or service (ex: schedule a demo), add an opportunity and update their status to Qualified Lead. Alternatively, you can set up an automation to add opportunities automatically.

7. Update an opportunity

As you move a lead through the steps in your sales process, update their opportunity at each stage. Keep your opportunities organized with opportunity lists.

8. Close the opportunity

When you’ve completed all the required steps to bill the customer for your product or service, mark the opportunity as Closed Won. 

When an opportunity does not result in a new subscriber, mark it as Closed Lost and update the lead’s status to Unqualified Lead.

Alternatively, you can set up an automation to close opportunities.

When ChartMogul receives an invoice with a service period indicating a paid subscription or a manual subscription begins, ChartMogul classifies the customer as an Active Paid Subscriber.