Install and configure a CRM CRM

configuration

We recommend using Hubspot CRM, since it it has a free version which is more than enough to get you started.

In case you have another CRM, you can either implement Hubspot for the funnel and pass closed customers to your CRM or set up yours similar to our recommendations.

They all work in a very similar way and you should have no problem generating these statuses for your leads in your own CRM.

Used tools: 

https://www.hubspot.es/products/crm

Email connection to CRM: 

Connect your email tool with the CRM to automate sending and integrations.

https://knowledge.hubspot.com/es/settings/how-to-install-hubspot-sales

of the contact (lead)

StatusWe will create a field in the contacts that is "Status" to classify the leads and then be able to make filters easily.

Skilled 

1. Someone who qualified. We follow the MAN methodology: Money/Authority/Need (has money / has need / has authority) to identify decision makers. If it is not MAN, it is not a decider, so it will not be qualified.

Unqualified

1. Someone who is not qualified.

Future

1. Someone who will qualify in the future.

Unprepared

1. Someone who has no money/need/authority.

Incorrect data Incorrect

1. information about the potential client (wrong email / name / phone, etc.) 

Customer

1. Someone who has already bought

Potential

1. Someone who is an interesting prospect

Opportunity Statuses (Pipeline)

An opportunity is a sale/project possibility.

Different states are established to know in which part of the funnel the opportunities are found.

If in the design of your funnel you make discovery calls (recommended to qualify the lead), include these phases in your CRM.

Scheduled Disk

1. Someone who scheduled a discovery call. 

Disco No Show 

1. Someone who booked a discovery call, but didn't show up.

Disc Not Qualified

1. Someone who showed up for the discovery call, but did not qualify.

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If you do not include discovery and do the Demo directly, start here.

Scheduled Demo

1. Someone who scheduled a demo/sales call (in case of making the sale in several phases).

Demo No Show 

1. Someone who didn't show up for the 1 hour demo/sales call, but hasn't rescheduled.

Demo Completed: Closing Soon

1. The demo has completed, but was not closed on the call. It is expected to close soon.

Demo Completed: Scheduled

1. There is interest and it has been scheduled for X months.

Demo Won - Client

1. Client - Contract signed 

Missed

1. An opportunity that does not exist. He no longer responds or is no longer interested.

Refund

1. A customer who canceled service or requested a refund.

Below you can see in video how to configure the leads and opportunities in Hubspot. Do it in a similar way for the CRM you have.

How to integrate leads generated from Calendly or meeting software?

We do it in a very simple way with Zapier. In the following video we explain how:

Sales action tracking templates

In addition to registering in the CRM, we recommend having simple tracking sheets to make quick comparisons of activity and interest rates. business closing.

If your CRM gives you this information, it will not be necessary to use them, rather, they are simple sheets to follow that will allow you to analyze their performance.

Follow-up of Outbound strategy (SDR) for daily control, especially when the first manual messages are being made:

https://docs.google.com/spreadsheets/d/1k2y3cWWLc5qouUw06gzQQDO1iOAVPe6b4bEQj3EooKU/edit?usp=sharing

Vendor performance (Closers and Account Executive) for weekly monitoring:

https://docs.google.com/spreadsheets/d/1EKmJH2uy02O4Sirf1HI9KTy3QkV9kFsw28fsna2cL5I/edit?usp=sharing