HTML Preview Sales Flow Chart page number 1.
Sales Process Map
A step-by-step guide to reach prospects, qualify leads, and close deals
Top Search Terms Leads by SourceCampaign ROI
Lead Quality
z
New e-book or offer
Social networks
Content marketing
My Open Leads Duplicate Lead? Working Leads Establish Contact? Qualied?
Set up different views to
manage your leads. For
example, “Today’s Leads” or
leads sorted by lead type.
The “nd 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.
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
It is becoming more difcult
than ever to contact a lead. It
may take several attempts
and various tactics to
establish a relationship.
Keep an archive of dead
leads. Use lead nurturing
and call downs to re-market.
Create a set of qualication
questions, such as current
situation, product of interest,
timeframe, key decision makers.
If the lead is qualied, convert it
into a contact, with an
associated opportunity and
account.
Open Opportunities Presentation Proposal Negotiation Won
Marketing
Sales
Support
New
Customers
You can monitor your
opportunity reports and
dashboards to keep track
of your top deals and
prioritize your time.
Find a business process that ts your product and
sales methodologies and processes, matching
the way you already sell.
Inbound Calls
Website Visitors
Create New Leads
Marketing Automation
Organic web trafc
AdWords referrals
Email responses
Web Form
Set up auto-response emails
- “Thank you for your interest”
Lead Scoring
- Geography
- Company size
- Product of interest
Assignment Rules
- Lead score
- Geo
- Buying stage
Yes Yes
No No
Yes
No
Keep an archive of dead
opportunities. Use lead
nurturing and call
downs to re-market.
Salesforce gives your entire company
a 360-degree view of your customers
and facilitates collaboration across
your organization, helping you build
strong, lasting customer relationships.
Yellow pages
Google Maps
Word-of-mouth referrals
“Contact me” request
Free trial
Event registration
Search for the customer in Salesforce
If one doesn’t exist, create a new lead
Organic Views
Web Form
Plan and Execute
Marketing Campaigns
Google Search
Email Marketing
Online Ads
Social Ads
Partners
Content Marketing
Events
Trade Shows
PR