Sales Processs

Table of Contents

• Lead Scoring

  • Behavior Low Intent
  • Behavior Medium Intent
  • Behavior High Intent
  • Fit (demographic) Score
  • Negative Scoring

• Lead Lifecycle

  • Lead
  • Marketing Qualified Lead
  • Sales Ready Lead
  • Opportunity
  • Customer
  • Other

• Contact Status (Lead Status)

  • New
  • Attempted to Contact
  • Contacted
  • Revisit
  • Disqualified
    • Disqualified Reasons
  • Qualified

• Sales Pipeline

  • Sales Qualified
  • Discovery Scheduled
  • Alignment (working)
  • Quote in Progress
  • Invoicing
  • Revisit
  • Closed Won
  • Closed Lost

 

Lead Scoring

Behavior - Low Intent

Behavior - Medium Intent

Behavior - High Intent

Fit (Demographic) Score

Negative Score

Lead Lifecycle

Lead

• Anyone who exists in the database regardless of how they come in, intent and capability to buy is unknown or unclear.
  • Lead Score Threshold is 0-49
    • Contact is created in HubSpot via: Import, manual entry, newsletter sign up or low-intent form. 
    • No meaningful buying intent yet.
• Automation:
  • ENROLLMENT: HubSpot score is greater than or equal to 0 AND HubSpot score is less than or equal to 49
    • Set Lifecycle stage to Lead

Marketing Qualified Lead

• Signaled that there is intent but has not explicitly asked for sales to reach out. They have likely intent.
  • Lead Score threshold is greater than or equal to 50 and less than 75
    • Repeated website visits
    • High-value page views
    • Strong email engagement
    • Leadscore crossing the threshold.
  • Indicates Marketing Success, Serves as a buffer stage between raw leads and sales
  • Sales MAY look here if pipeline is light but it is not required action
• Automation:
  • ENROLLMENT: HubSpot score is greater than or equal to 50 AND HubSpot score is less than or equal to 74
    • Set Lifecycle stage to MQL (Marketing Qualified Lead)

Sales Ready Lead

• Lead understands the value of the Chamber, has the financial ability to purchase, and fits our business model.  They have an appropriate location or use case, realistic expectations, and a clear decision path. The lead is engaged, responsive, and ready for further discussion that can convert into a real opportunity. 

• • Lead score is greater than or equal to 75 OR the contact us form has been submitted with an interest of:
    • I’m interested in purchasing one for my home
    • I’m interested in purchasing one for my business
  • These people explicitly raise their hand (Contact us, talk to sales, etc)
  • They cross the “ready for sales” threshold and are passed to sales
  • Lead status becomes NEW
  • There is REAL opportunity with these contacts
  • If the contact is a HNWI a company will be created at this time.
• Automation
  • ENROLLMENT: HubSpot Score is greater than or equal to 75
    • Set Lifecycle stage to (SRL) Sales Ready Lead.
    • If this is a HNWI
      • If there is NO primary company associated with the contact, a company will be created.
      • If there is a primary company associated with the contact, no company will be created.
    • The contact status will be set to New
    • If the contact owner is known, an internal email will be sent to the contact owner:
      • SUBJECT: New Sales Ready Lead: FIRST NAME LAST NAME - COMPANY NAME
      • Body:
        • There is a new sales ready lead. You are the contact owner of this contact. If you should not be the contact owner, please reassign this contact to the correct person. Please note: If any of the information below is empty, we do not have it.
        • State:
        • Last page viewed:
        • Last engagement:
        • Last Marketing Email Open:
        • Fit Score:
        • Engagement Score:
        • Total Score:
    • If the contact owner is Unknown, the contact owner will be set to Jeff@ammortal.com and an internal email will be sent to Jeff:
      • SUBJECT: New Sales Ready Lead: FIRST NAME LAST NAME - COMPANY NAME
      • BODY:
        • There is a new sales ready lead. Please review this lead and then assign this lead to a sales representative to follow up. Please note: If any of the information below is empty, we do not have it.
        • State:
        • Last page viewed:
        • Last engagement:
        • Last Marketing Email Open:
        • Fit Score:
        • Engagement Score:
        • Total Score:

Opportunity

• The lead has been qualified to buy and has intent to purchase. A deal is created. 
  • Sales rep sets lead status to qualified 
    • Automatically creates the deal and assigns the deal to the contact owner, associates the company and contacts with the deal.
    • Lead status will be cleared when the contact becomes associated with an opportunity.
• Automation:
  • ENROLLMENT: Deal Pipeline is Sales and Deal stage is any of Quoting, Invoicing, Deposit Paid, Nurturing or Revisit
    • Set Lifecycle stage on associated contacts to Opportunity.

Customer

• The contact has been contracted to purchase and the chamber has been installed.
  • Contact/Company associated with a deal that is in the closed won deal stage.
  • Active status set on company
  • Active date set on company
  • Contact and Company lifecycle set to customer.
• Automation:
  • ENROLLMENT: Pipeline is Sales and Deal Stage is Closed Won
    • Lifecycle stage on associated contacts will be set to Customer (Owner)
    • Lifecycle stage on associated companies will be set to Customer (Owner)
    • The status on the company will be set to Active
    • If the active date is unknown it will be set to the date of the action

Other (no automated flow)

• Ammortal Employees

Contact Status (Lead Status)

New 

A contact's lead status can be updated to NEW in the following ways:

1. Hand Raise (submitted contact us form and are interested in purchasing a chamber for their home or business)

2. Lead Score Threshold - If a contact's lead score is greater than or equal to 75
3. Manually set by a sales representative.

• Automation

• • Sales has been assigned the lead, but no outreach has occurred yet
  • Set when a contact becomes a SRL (Sales Ready Lead)

Attempted to Contact

• Sales has begun contact, but has not yet made contact with the lead.
• Manually set by the sales representative.
  • Automation:

• • • A task is created and assigned to the contact owner due 1 day after task creation in the Sales Ready Task queue:
      • FIRST NAME LAST NAME - Attempt Contact
        • Description:
          • Please attempt to follow up again with this lead. If no contact is made again, please adjust the due date of this task and follow up again.
          • If your attempts to contact are not returned, please move this lead's contact status to Revisit and enter the date you will revisit this lead. 
          • If you believe this is not a valid lead, please select, disqualified for the contact status.
          • Complete your task when you have made contact and or moved this contact to unqualified.

Contacted

• Sales has successfully spoken with or meaningfully engaged the contact. More outreach or follow up is needed. Qualification can happen here.
• Manually set by the sales representative.
• Highly recommended that the sales representative utilizes tasks where necessary to stay on top of this lead.

Revisit

• The lead is not ready now, but remains a potential future opportunity.
• Ideally, this would enroll them into a drip nurture over an extended period of time a mixture of calls, texts, emails are sent to the contact.
• Revisit date is required when this status is chosen
• Automation:
  • ENROLLMENT: Contact Status is Revisit and Revisit date is known.
    • The workflow will delay until 1 day before the revisit date at 10AM
    • A task is created and assigned to the contact owner due 1 day after creation in the revisit task queue:
      • Revisit: FIRST NAME LAST NAME
        • You selected a Contact/Lead Status of Revisit and selected the following date to revisit this lead:
        • Please follow up with the lead and select the next appropriate Contact/Lead Status.
        • Complete your task.

Disqualified

• Sales has determined that this lead will not become an opportunity
• Marketing contact status set to non marketing
• Add to the Master Marketing Suppression list.
• You will be prompted to enter the reason this contact is disqualified:
  • Financially Unqualified
    • No budget, credit, or ability to finance
  • Value Unclear 
    • Tech understanding, doesn't believe enough to buy
  • Not Ready 
    • Exploratory only, no active business or timing
  • Wrong Use Case 
    • These people will be excluded from Marketing, Set to Non Marketing and added to the Master Marketing Email Suppression List.
    • Insufficient volume, wrong use case
  • Seeking Concessions 
    • Showroom requests, unrealistic concessions
  • Red Flags  
    • These people will be excluded from Marketing, Set to Non Marketing and added to the Master Marketing Email Suppression List.
    • Difficult to work with, unrealistic business expectations
  • Location Constraints 
    • Space, site quality, setup issues
  • Unresponsive 
    • No engagement after repeated outreach

Qualified

• Sales has confirmed that a real opportunity exists.
  • Deal is automatically created, contact and company associated (If a HNWI, the company is auto created at this point), lead status is cleared.

Sales Pipeline

Sales Qualified

Automation:

• A task is created and assigned to the deal owner, due 1 day after task creation at 10:30AM in the Sales Pipeline task queue:
  • DEAL NAME: Initial Discovery

    • Review the associated contact and company for this deal

    • If any of the following information is missing on the contact please enter:
      • Contact Role
    • If any of the following information is missing on the company, please enter:
      • Company Type
        • NOTE: there might not always be one, you can leave this blank if it doesn't fit.
      • Vertical
      • Sub-Vertical
      • League (If applicable)
    • Connect with this lead on LinkedIn
    • Schedule an initial meeting with this contact. If no contact has been made, please assign yourself a task to follow up. Once the call has been scheduled, move this deal to Discovery Scheduled.

Discovery Scheduled

• Automation
  • When you move a deal into this stage, the date and time of the discovery call are required. 
  • The workflow will delay until 1 day prior to the discovery call date and time
    • The contact will receive a text message reminding them of their upcoming call.
  • A task is created and assigned to the deal owner due 1 day after task creation at 9:00AM in the Sales Pipeline task queue:
    • DEAL NAME: Discovery call preparation

      • Your discovery call will occur in approximately 1 day Please make sure you are prepared to present the value of the chamber and address any questions or concerns the lead has.

        Mark your task complete.

Alignment (Working)

No Automation in this stage

Quote in Progress

Chris process starts here.

Delivery Address

Billing Address

Contact - Billing

Contact - Delivery

Invoicing

Committed

Deposit Paid

Revisit

Revisit date required

Task for follow up

Closed Won

Closed Lost