You’ll need to have a CRM seat to manage sales.
A sales process defines the steps you use to sell your product or service. It has discrete stages with defined entry and exit criteria at each step. These are the stages you use to qualify leads, engage them in a conversation, take them through an evaluation of your product or service, and negotiate a contract. ChartMogul CRM helps you manage this process.
In this article, we take you through a typical sales representative workflow in ChartMogul CRM.
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.
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.
Tip: Update statuses for multiple leads with bulk editing.
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 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.
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.
When ChartMogul Subscription Analytics receives an invoice with a service period indicating a subscription or a manual subscription begins, ChartMogul classifies the customer as an Active Subscriber.