This checklist is designed to help you organise your sales pipeline and ensure you have all the tools in place to create a streamlined experience for leads and new customers. Depending on the type of business, you will choose only the stages that are required.
01Initial contact with lead
- Lead assigned to sales rep.
- Lead scored based on currently available information.
- Lead may enter automated sales email/SMS sequence.
- Sales rep initiates contact:
- 1.Type of contact may differ depending on the lead score (phone call vs email).
- 2.Problem identified.
- 3.Decision-maker identified (or advocate, if decision-maker isn’t able to speak with rep).
02Fact-finding/further qualification
- Qualifying checklist completed.
- Budget restraints identified.
- Sales rep identifies decision-making process with lead, and ensures they’re speaking to the right person.
- Sales rep collects additional information they need.
03Develop and Present Solution
- Sales rep puts together package / deal / onboarding strategy for the lead.
- Deal presented to the lead (via email / meeting / phone call)
- Onboarding process outlined and defined.
- Lead suggests amendments or clarifications.
- Lead confirms decision to proceed.
Read more articles related to this topic:
- CFO’s: What’s the difference between trade-credit and extended payment terms?
- Improving the Economy is a Team Sport: Why Supporting Small Businesses is a Prosocial Movement
- The age of ‘Digital Self-Serve’ enables trade credit sales channels
- The ultimate sales combination: Automations, with a human touch
- 5 factors to look for in your trade-credit software
- Three Big Conundrums for Today’s Credit Managers
- Omni-channel: Customer Choice is Paramount in trade
- The importance of visibility in your sales pipeline
- 3 MORE common sales funnel mistakes
- Trade Credit: How to get paid what you are owed
- Why lead nurturing is vital to your success
- 3 key ways to boost efficiency in your sales pipeline
- 4 sales pipeline considerations for a new business
- How to help customers make decisions
Found this useful? Pass it on.
