Get a SmartStart: Your Sales Lead Process is Half-Baked, Learn A Better Way. (March 2017)
On March 23rd, we had a SmartStart webinar with Christian Wettre, President, and Sarah Friedlander Garcia, Director of Marketing at W-Systems where we showed our ideas for how to best manage your sales lead process including:
- Lead Record Keeping
- Marketing Lead Qualification
- Lead Assignment
- Sales Lead Qualification
- Sales Follow Up Methodology
Thank you to everyone who participated in this webinar. Below is the video recording, slide deck, and Q&A.
- About W-Systems
- What is a “Half-Baked” Sales Lead Process?
- A Better Sales Lead Process
- How We Manage Leads
Questions & Answers
Q: How many sales reps does your typical customer have?
A: Typically, we start doing business when people have maybe five or more sales reps. We range from maybe five sales reps on the small end, to thousands on the high end. The bulk of our customers are in the range of 20 to 100 sales reps, which is the most common.
Q: Are the tools that you mentioned cloud-based?
A: Yes. Customers want software that they can turn on immediately. Both the CRM tool that we use (SugarCRM) and the marketing automation tool (Act-On) a fully cloud-based. You access them through a web browser, wherever you might be.
Q: Do you work with customers in Michigan?
A: Yes, we work with clients throughout North America. In general, it's our territory. We are based in New Jersey and New York, but we work with companies all over the country.
Q: Can I upload contacts in an Excel file?
A: Yes, that is the most common format that we work with, both on the CRM side and on the marketing side. Most of these tools expect users to organize data in Excel or CSV type of files. Both SugarCRM and Act-On allow you to import your contacts and accounts, and almost anything else as well, originating from an Excel file.
Q: Does it integrate with Zapier?
A: Yes, so both tools have connections to Zapier, which is an integration tool that connects many different systems to each other so that when a new piece of information is created in one system, Zapier will see that, and push it into another system. Zapier integrates with SugarCRM and Act-On, which allows you to connect SugarCRM to almost any other tool.
However, though, for the Sugar to Act-On integration, you don't need to use Zapier. That is a native integration that's built-in between the two pieces of software.
This is one of the reasons that we are such strong proponents of Sugar and Act-On together. Act-On maintains the Sugar Connector in addition to several other CRM systems including Salesforce, Microsoft Dynamics, and NetSuite. They maintain the integrations so that it is a seamless transfer of information. That is one of the reasons we picked Act-On because the integration between it and our Sugar system is so tight that it just makes it a lot easier to work.
Q: Is there a mobile app available?
A: Yes, both SugarCRM and Act-On have mobile apps that are available for both the iOS and Android mobile platforms.