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[Tom]

I can see that ProspectSafari will help me to work through my sales process with each prospect, but how do I define my sales process in the first place?

[ProspectSafari]

Great question!

ProspectSafari comes pre-loaded with some generic sales processes to use. We call the sales process the Pipeline; specifically this is the combination of sales stages, checklists for each stage, sales enablement resources and qualification questions.  Simply changing the Pipeline for any deal will change all of these elements.

But the idea is you should define your own unique sales process. It may be a slight modification to one of the generic pipelines or you may prefer to build it all from scratch. In either case you need to have a clear idea of what you want to build.

We recommend you sketch out the sales process first – ideally as a result of a team discussion.

You are looking to define best practice; the process to be followed for each and every relevant prospect;

1. How many stages are there?
2. Give a name to each stage and categorise it from Prospect to Opportunity to Deal.
3. What is the goal of each stage? What is the benefit to the customer?
4. What is the complete list of steps to be taken (checklist) for each stage?
   Include conditional steps (if (condition) then this step).
   Include (optional) auto-complete condition (if (condition) then mark step as complete).
   Include checks and warnings (if (condition) then “Warning: xxx”).
5. Do you want a task to be created when specific step is active? Which task queue should they be added to?
   Typical tasks are: phone call, send email, send message, perform Linkedin research, etc.
   When a step is completed, the next step is active. If this step includes a task, then the task is created and added to the designated queue.
   Example:
   Step 4; Add first name and phone number (autocomplete if these exist)
   Step 5; First call (add call task to call queue)
   In this example, a call task is added to the queue as soon as a contact has both a first name and a valid phone number.
6. What documents / videos would be useful and relevant for each stage and each specific step?
7. Throughout the entire process, what is the set of qualification questions to be used?

Once you have these notes, you can proceed to build your custom sales process. See this knowledgebase article for more details.

• This reply was modified 3 weeks ago by ProspectSafari.
• This reply was modified 3 weeks ago by ProspectSafari.

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