Hello everyone! I’m Mariana, from noCRM. In this we’ll talk about how easy it can be to Boost your sales productivity, when you can set predefined actions in your lead management software. Knowing exactly what comes next, and what you’ve already done is key when it comes to lead management. You have so many things to handle, that it would be impossible to remember it all if you didn’t have it written down somewhere. If handled in a spreadsheet, it can be quite messy! But with noCRM, everything is crystal clear for both Sales Reps and their supervisors, who can easily analyse their activities. Let’s look deeper into this using the example. of Marketing Corp. In Marketing Corp.’s noCRM account, several predefined actions and their different outcomes have been set by our Sales Director. Let’s suppose that I’ve just created this lead. I spoke to this person on the phone, and I need to log that activity. Easy. I go to the comment box, click on the “Activities” and select the outcome ‘Call>Answered’. Next action planned is to meet with this lead, on June 18th, at 10am. I change the status to Standby, choose the date & time of the meeting, and define that the next action is a Meeting. Big boost in my productivity: I don’t have to enter the information manually in the comment box, I have an icon that tells me it’s actually a meeting, it appears in my calendar as a meeting, and I can visually differentiate it from all the other scheduled activities. As per my sales manager, she’s delighted. She can easily have statistics on all the activities me and my teammates have performed. She goes to the Statistics tab of our noCRM account, chooses Team’s Activities, and knows how many calls we’ve placed, how many meetings we’ve had, how many quotes we’ve sent… she can keep track of everything we’re doing in terms of lead management, but also in terms of cold calling. Cold calling is a big part of our sales strategy, and for my colleague John – the one in charge of qualifying new contacts, predefined activities and their outcomes are time saving. He opens a prospecting list, then opens the Prospect Browser and starts doing his prospecting activities. He tries to call this prospect.
It’s a wrong number? He chooses that outcome and saves it. He moves onto the next prospect. They didn’t pick up? He chooses that outcome, saves it, and moves onto the next one. This time they did answer and spoke for a bit. It turns out they’re interested in our services and wish to schedule a meeting with a sales rep. Easy. John chooses the outcome “answered”, creates the lead, assigns it to me for example, and sets a meeting for ME, which will appear in MY calendar. As simple as that! Our Sales Director needs to analyse John’s prospecting activities and understand the quality of the different contact lists we’ve purchased? She can do it in no time. She goes to the statistics tab, but this time she chooses the “Analysis per prospecting list”. She opens the spreadsheet she wishes to analyse, and there she sees all the activities John has done on that contact list. She knows how many calls he placed, how many contacts were qualified, but also how many wrong numbers where on that list and how many contacts will never become qualified leads. See? It’s time saving for everybody at Marketing Corp, and I’m sure it will be for you too! Thanks for listening, and happy selling.