1. Stages Selling SalesForce
Close Percentage
Definition
Checklist for Sales Stage
Step 1: Lead
Generation:
•PPC
•SEO
•Email marketing
•A/B testing
•Trade show lists
•Existing lists
•Purchased lists
•Website update
•Meeting set up by
Appointment Setter
•Note* new contacts in lists
will be imported and tagged
in SF to appropriate sales
person & with campaign
source
Step 2: Lead
Qualification &
Appointment Setting:
•All leads will be entered into Sales
Force and will be tagged by
campaign type with detail notes
•Sales Tracking software will be
utilized by new acquisition team
to manage daily calls (click to call),
call recording feature will be used,
notes and communication
metrics will be saved and tracked
in lead dashboard & forecast
report
•Business development lead and
national sales managers will call
lead to schedule demos and email
when applicable.
• Try to Answer Money, Authority,
Need & Timing
Step 3: Appointment
Confirmation & Spring
Dialogue
•Send web conferencing details
(join.me, iMeet, GTM) with
instructions on how to join web
conference
•Ask how to customize the demo
to make best use of their time
(e.g. list of chemical compounds
they want to research)
•List of competitors they would
like to look at or specific
product type they would use
the data base for research
•Find out what kind of tools
similar to CIS products they
currently use or looking at to
help compare products
•Use consultative sales strategies
to gather important information
to deliver key CIS value
propositions
Step 4: Demo
Preparation &
Execution
•Research the company and the
types of products they should
search
•If this is an advertising
opportunity work with Tad to pull
detailed information on search
queries, impressions and search
results data
•Enter tasks in JIRA for research
request on your findings to help
deliver value proposition on
demos
•If the product is not a fit, really
try to understand why and share
that information with Research
•At end of call, ask prospect about
next steps, and receiving a
proposal. If sending proposal,
suggest a time for follow up call
to discuss proposal terms .
•Note* when possible send
proposal 1st then invoice unless
asked.
Step 5: Post-Demo
Administration
•Prospect had positive feedback
from demo, asked for next steps
and to receive proposal.
•If negative feedback or not a fit,
move to 0% Closed/Lost or Not
A Fit with notes.
•Enter all notes relevant to
prospect into Sales Force .
•Share new info with the team
•Be aware of Money, Authority,
Need, Timing (these questions
should be answered as the sales
process continues)
•Move opportunity back to lead
status if they decline.
Step 6: Follow Up &
Proposal
•Within 1 business day, create a
ChemicalInfo Sales Proposal
(Using template)
•Customize the cover letter
based on details from the
demo and correspondence
•Customize the ROI tool based
on details from the demo and
correspondence
•Schedule call to go over
proposal within 2 business
days
•Salestools (e.g. ROI calculator)
will be used to help deliver
value proposition into
potential prospects.
Step 7: Closing Sales
•Generate invoice via Sales
Force, copy Deanne and Dice
- Make sure invoice is
attached to Sales Force
opportunity and Lead Source
is filled in for the
opportunity and the contact
& address for invoice.
•Try to collect payment
within 48 hours unless
otherwise noted on invoice
or SF notes example: 45 days
to process. Make sure this is
reflected appropriately in
the close date for
forecasting
•Send copy of invoice and
relevant information to Dice
if invoice has not been paid
within 1 week and if you
need him to follow up.
•Must answer M.A.N.T.
Step 8: Closed / Money
Received
•Payment processed by VP of
Finance.
•Salesforce opportunity updated
to "closed'" status.
•Account and associated contact
tagged as Customer in SF.
Lead / Target
0%
Target
10%
Prospect
15%
Demo Opportunity
25%
Proposal Opportunity
50%
Pipeline Opportunity
75%
Invoice
90%
Closed
100%