clientspace best practices sales workflow. sales is the heart of business the purpose of a business...
TRANSCRIPT
ClientSpace Best PracticesSales Workflow
Sales Is The Heart Of Business
The purpose of a business is to create a customer.-Peter Drucker
Timid salesmen have skinny kids.-Zig Ziglar
AgendaDefining the Sales Process
Lead Generation
Lead Nurturing
Closing the Deal
New Client Implementation
Questions
Common Terminology
• Lead: a sales target that has not yet indicated any reasonable expectation of buying• Prospect: a sales target that has indicated potential
intent to buy or is actively considering a purchase• Client: a company that has committed to purchase• Implementation: the unique set of business
processes required to bring on a new client
Sales Activity Stages• Lead Generation: identifying and collecting
new sales targets
• Lead Nurturing: engaging with sales targets to determine fit for product or service
• Closing the Deal: data collection, quoting / proposal, approving, ending in client commitment
• New Client Implementation: activities required to deliver the product or begin servicing to a new client
Lead Generation• Purchased Leads• Importing and Assigning Lead
Lists
• Telesales Dashboard• Marketing Campaigns• Building Campaign Targets• Email Marketing• Follow up Activities• Measuring Results
Lead Nurturing• Activity Management• Follow ups, Appointments, Tasks• Outlook Add In (Contacts & Email)• Org and Contact Other Info
• Dashboards and Reports• Lead/Prospect Security• Org & Contact Search• Activity Search• Izenda Reports & Dashboards
ClientSpace Mobile• Mobile Contact Management• Mobile Izenda Reports and
Dashboards• Drill into orgs, contacts, and
activities (followups)
• Microsoft Surface• ClientSpaceNEXT
Closing the Deal• Workspace Templates• Sales Workflow
• Template Tasks• Rules
• Excel Proposal Merge• New Pricing Console • Benefits Pricing• Broker Portal • Commissions Tracking
New Client Implementation• Implementation Workflow• CSA and Exhibits • New Employee Packets • Carrier / Broker Interface• Importance of the Client Team• Renewal Pricing