Sales Process Map

A step-by-step guide to reach prospects, qualify leads, and close deals

Website Visitors Web Form

No No Sales

Plan and Execute Organic web traffic “Contact me” request Keep an archive of dead
New
Marketing Campaigns AdWords referrals Free trial leads. Use lead nurturing
and call downs to re-market.
Marketing
Email responses Event registration Customers
Google Search
Email Marketing
Inbound Calls Create New Leads Marketing Automation My Open Leads Duplicate Lead? Working Leads Establish Contact? Qualified? Open Opportunities Presentation Proposal Negotiation Won
Online Ads
Yes Yes Yes
Social Ads
Yellow pages Search for the customer in Salesforce
Partners Set up auto-response emails Set up different views to It is becoming more difficult Create a set of qualification You can monitor your
Google Maps If one doesn’t exist, create a new lead - “Thank you for your interest” manage your leads. For
The “find duplicate” button When you’re working a lead,
than ever to contact a lead. It questions, such as current opportunity reports and
Find a business process that fits your product and Support
Word-of-mouth referrals searches for similar leads or you’ll set up a series of tasks, sales methodologies and processes, matching No
Content Marketing example, “Today’s Leads” or contacts in Salesforce. which might vary based on the may take several attempts situation, product of interest, dashboards to keep track the way you already sell.
Lead Scoring leads sorted by lead type. type of lead. For example: and various tactics to timeframe, key decision makers. of your top deals and
Events Salesforce gives your entire company
- Geography If a lead turns out to be a establish a relationship. prioritize your time. Keep an archive of dead
a 360-degree view of your customers
Trade Shows - Company size duplicate, easily merge the two Day 1: Personalize mass email If the lead is qualified, convert it opportunities. Use lead
and facilitates collaboration across
PR
Organic Views Web Form - Product of interest records. Day 2: Call/voicemail into a contact, with an
associated opportunity and
nurturing and call
downs to re-market.
your organization, helping you build
Day 4: Call/voicemail strong, lasting customer relationships.
Assignment Rules Salesforce has a number of Day 7: Personalize mass email account.
- Lead score AppExchange partners that
Social networks - Geo
New e-book or offer provide high volume
Content marketing - Buying stage de-duplication and data
cleansing tools.

Campaign ROI Top Search Terms Leads by Source Lead Quality

 Step 1: Generate More Leads
Plan and execute marketing campaigns that generate demand for your product or service.
Capture those leads through a variety of channels including your website.

Website Visitors Web Form

Organic web traffic “Contact me” request

AdWords referrals Free trial
Plan and Execute Email responses Event registration
Marketing Campaigns

Google Search
Inbound Calls Create New Leads Marketing Automation
Email Marketing
Online Ads
Yellow pages Search for the customer in Salesforce Set up auto-response emails
Social Ads Google Maps If one doesn’t exist, create a new lead - “Thank you for your interest”
Word-of-mouth referrals
Partners
Lead Scoring
Content Marketing - Geography
- Company size
Events
Organic Views Web Form - Product of interest
Trade Shows
Assignment Rules
PR - Lead score
Social networks - Geo
New e-book or offer
Content marketing - Buying stage
Online communities

Key Metrics
Campaign ROI Top Search Terms Leads by Source Lead Quality
Step 2. Optimize Lead Flow
Create a closed-loop follow-up process so leads don’t slip though the cracks.
Establish a lead qualification process to make sure all sales reps use the same consistent methodology.
My Open Leads
Set up different views to
manage your leads. For
example, “Today’s Leads” or
leads sorted by lead type.
Key Metrics
Duplicate Lead?
The “find duplicate” button
searches for similar leads or
contacts in Salesforce.
If a lead turns out to be a
duplicate, easily merge the two
records.
Salesforce has a number of
AppExchange partners that
provide high volume
de-duplication and data
cleansing tools.
Lead by Status
Working Leads
When you’re working a lead,
you’ll set up a series of tasks,
which might vary based on the
type of lead. For example:
Day 1: Personalize mass email
Day 2: Call/voicemail
Day 4: Call/voicemail
Day 7: Personalize mass email
Lead Conversion % Converted Leads by Month
No No
Keep an archive of dead
leads. Use lead nurturing
and call downs to re-market.
Establish Contact? Qualified?
Yes Yes
It is becoming more difficult Create a set of qualification
than ever to contact a lead. It questions, such as current
may take several attempts situation, product of interest,
and various tactics to timeframe, key decision makers.
establish a relationship.
If the lead is qualified, convert it
into a contact, with an
associated opportunity and
account.
Top Sales Reps
Step 3. Close More Deals
Close deals faster by providing a single place for updating deal information, tracking opportunity milestones, and recording interactions.
Easily analyze your sales pipeline so you can quickly identify and eliminate any bottlenecks in the sales cycle.

Sales

Marketing New
Customers

Open Opportunities Presentation Proposal Negotiation Won

Yes

You can monitor your

opportunity reports and
Find a business process that fits your product and Support
sales methodologies and processes, matching No
dashboards to keep track the way you already sell.
of your top deals and
Salesforce gives your entire company
prioritize your time. Keep an archive of dead
a 360-degree view of your customers
opportunities. Use lead
and facilitates collaboration across
nurturing and call
your organization, helping you build
downs to re-market.
strong, lasting customer relationships.

Key Metrics
Top 10 Deals Month-to-Date Trending Closed Business by Month Top Sales Reps
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