Streamline the sales cycle with Salesforce

Minimize contact time

If the lead has been generated by Inbound, minimize the time between form completion and contact call.

Create and review contacts from LinkedIn

If I am looking to generate accounts and leads, it is essential to be able to create them in Salesforce from LinkedIn, being able to see if they already exist, what status they are in and who owns them.

Increase contact probability

In general, we usually work between 2 and 4 leads per company, depending on the size of the target company. This increases the probability of contact.

Multi-channel outreach

Once the account and leads/contacts have been created, start a multi-channel contact process (phone, mail, LinkedIn and WhatsApp messages) that maximizes the probability of contact, ensuring that a minimum number of times are insisted upon.

Maximize relevance

In case of contact, follow the appropriate script according to industry, buyer persona, etc. to maximize the relevance of the message. And have the necessary content to answer any question.

Improve qualification

Ask qualification questions, so that the quality of the lead can be inferred and contact and profiling data can be completed.

Easier meeting closure

Close the meeting, being able to view your own or the vendor's calendar (if someone else is conducting the meeting). Complete the administrative tasks necessary to formalize the closing of the meeting.

Prepare for meetings by reviewing past communication

Prepare for the meeting. To do this, take context from the account and contact, reviewing all previous communication. Especially the call/message where the meeting was closed. Also, the account/profile usually has LinkedIn and it is key to review it, see how they describe themselves and read the latest updates.

Contacting other people in the same account

It is very common to look for other contacts in the account and, in particular, other contacts with whom the seller has had a relationship in the past. The objective is to understand the organization in case there is interest in establishing more contacts.

Qualify opportunities

In the meeting the contact is qualified with the objective of determining if there is an opportunity or not, based on the criteria established in the sales playbook.

Organized pipeline

It is essential to maintain a well-organized pipeline of opportunities where each one is at the right stage, always with well-defined 'next steps'.

Complete forecast information

The pipeline must allow the forecast to be calculated. Therefore, the fields 'amount', 'expected closing date' and stage must always be updated. It is very important to have access to content that can be sent to answer any questions or internal customer process.