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Marketing Team

Sales Process Map Campaign to Customer. Accounts. Salesforce.com Tabs. Contacts. Campaigns. Leads. Opportunities. Lead Generation. Lead Management. Opportunity Management. Marketing Team.

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Marketing Team

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  1. Sales Process MapCampaign to Customer Accounts Salesforce.com Tabs Contacts Campaigns Leads Opportunities Lead Generation Lead Management Opportunity Management Marketing Team The lead is converted into a contact/account. The lead will be handed off to Field sales person to work it through the sales cycle. Marketing Campaign Lead Capture • Lead Capture Mechanisms • Online Registration Forms • Import Lists From Excel Set Meeting • Opportunity Stages • 3 – Set Meeting • 5 – Held Meeting • 10 – Goal Documented • 20 – Champion Solution Development • 20 – Channel Best Case • 40 – Project Scoping • 40 – Key Player Solution Development • 50 – Sequence of Events • 80 – Pilot • 90 – Verbal Agreement/Contract Approved • 100 - Won Inside Sales for Territory and Field Sales for Sales Contact Requests Lead Assignment Check for Duplicates Work Lead & Edit Lead Status Qualification Lead Conversion? Yes Re-Market No • Common Reasons for Duplicate Leads • Bogus info • Duplicate lead – new Activity • Existing Customer • Additional contact, current opportunity • Types of Campaigns • Email Campaigns • Paid/Natural Search • Webinars • White Paper Promotions • Trade Shows • Field-Based Activities • Demos/Videos • Podcasts Re-Market Set up email campaigns or follow up reminders to nurture interest. Field Sales: First Meeting – Closed Opportunity Sales Cycle Active Customer • Lead Status • New: Followed up on within 48 hours • In Progress: Day 1 through day 21 • Flush: Bad data • Disqualified: Does not meet qualification criteria • Set Meeting: Correct resource and has interest • Re-Market: Non-responsive or no current interest Win? yes no Account becomes an active customer. • Qualification Questions/Criteria • # of Employees (disqualify <500) • Industry (disqualify Federal) • Country (disqualify non-US/Canada) • Ask for meeting Flush • Routing Rules • Territory/Lead Source Based Routing Archived Opportunities Disqualified Keep a historical record of Disqualified Leads and set up email campaigns if qualification criteria changes. Keep a historical record of Lost opportunities and set up email campaigns or follow up reminders to regenerate interest. Management Reports & Dashboards Lead Conversion Campaign Effectiveness & ROI Lead Source Lead Status Opportunity Pipeline Closed Business Neglected Leads Lead Quality Lead Type Competitive Win/ Lose

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