Infographic: How B2B Sales Funnels for Saas Businesses Work

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Infographic: How B2B Sales Funnels for Saas Businesses Work. Created by the Sales4StartUps team.

Text of Infographic: How B2B Sales Funnels for Saas Businesses Work

  • 1. SALESEDUCATIONFORSTARTUPS 2012-2013,Sales4Startups.Allrightsreserved. WhatCRMshouldIuse? Salesforce.com Headquarted:SanFrancisco,CA ThisishowSalesforcedefinesthemselves: Customerrelationshipmanagement(CRM)software&cloudcomputingfrom theleaderinCRMsolutionsforbusinesseslarge&small. SalesforceistheleaderinCRMorsalesautomationsoftwareacrosscompaniesof allsizes.Itisnotthecheapestortheeasiesttoconfiguresolutiononthemarketallsizes.Itisnotthecheapestortheeasiesttoconfiguresolutiononthemarket howeveristhemostcompleteandwillscaleasyoudo.Itisthesafechoiceand althoughitsnotthemostintelligentsolutionandhasalessthaninnovativeuser interface,itdoesthetrickbetterthananyothersolutioninitscategory. AnotherpluswhenusingSalesforceisthatitintegratesintoeverythingacross allorganizationswitinacompany.Whichisespeciallyimportantasyourcompany growsandrequiresintegratedsystems.Salesforcealsoasa3rdpartyapp marketplacethatprovidesanecosystemofplug-insandothertechologytosupportmarketplacethatprovidesanecosystemofplug-insandothertechologytosupport mostofyourneeds. Pipedrive.com Headquarted:SiliconValley,CA ThisishowPipedrivedefinesthemselves: Salespipelinesoftwarethatgetsyouorganized.Helpsyoufocusontherightdeals, soeasytousethatsalespeoplejustloveit.Greatforsmallteams.. Pipedrivewasdesignedandisoperatedbyrealsalesexpertswhounderstandhow tobreakdownasalesengagmentintoimportantphases.tobreakdownasalesengagmentintoimportantphases.AlthoughPipedrives leadmanagementcapabilitieswillneedtoimproveastheyareusedbymorecomplex salesandmarketingorganizations,ifyouareasmalltomediumsizedcompany,this isoneofthebestsolutionswehaveseenonthemarkettoday.Ithasaintelligent userinterfacewhichpromotesbestpracticesandhelpsyoustayfocusedonthe importanttasks. RelateIQ.com Headquarted:PaloAlto,CA ThisishowRelateIQdefinesthemselves: TheBeginningofDataScienceinDecisionMaking.Follow-upsthatset prioritiesbasedonyouremailsandinteractions... WebelievethatRelateIQcanbecometheCRMsystemthatfinallyeffectively competesagainstSalesforce.com.Thatsaid,theyarestillanearlystage,competesagainstSalesforce.com.Thatsaid,theyarestillanearlystage, venturebackedprivatecompany. WhatwelikeaboutRelateIQisthatitfeelslikeanintelligentspreadsheet-- whichissomethingwehavedyingforaverylongtime.salespeopleloves spreadsheetsbutmanagementallowthemtobethestandardduetolackof transparency,reporting,collaboration,etc.RelateIQlookslikeithasfixedthis. CRM(customerrelationshipmanagementsoftware). Yoursalesfunnelis managedandtracked withinacustomer relationshipmanagement (CRM)system. *Lookbelowfordetails. Recommendation: Closingismerelythestepinasales engagementwhichrequiresacontract tobeexecuted. Thisisnotrocketscience.Thereareno magictrickshere.Iftheengagementis managedreasonablywelland yourcompanyyourcompanysofferingisultimately alignedwithyourprospectsneeds, thisshouldbeaformality. *Feelfreetocontactustogetdetailed contentregardingclosing. TechnicalTip:Closing $ Today,leadscomefrom multiplesources: WebForms Social Signups Blog ColdCalling ListDatabases OtherOutreach Events/Conferences WhitepapersWebinars InboundLeads OutboundLeads ?? Asalesfunnelalsoreferredtoasasalespipelineorevensometimessalesprocess,is simplythestateswithinasalesengagementwhichallowyoutoorganizeyourself. TopoftheFunnel: WorkingPipeline: CRMRecommendations Leads,Prospects Deals,Opportunities Youwillalwayshaveahighervolumeofleadsatthe topofthefunnel,whichwillslowlybecurateddowntoa muchsmallersetofdeals. WhenmanagingInboundLeads,yourfirsttask istoqualifytheleadordeterminewhetherthere isalegitimateopportunitytodobusinesstogether. HowdoyouqualifyInboundLeads?HowdoyouqualifyInboundLeads? Youlookatitemslikecompanysize,vertical, ranking(iOS,Androidmarketplaces),and otherattributesbasedonyourbusiness andobjectives. WhenworkingOutboundLeads,yourfirsttask istoidentifythencontactthemvia phone,email,social,etc.phone,email,social,etc. Whenaleadhasbeenqualified andthesalespersonhas determinedthattheprospect isworthyofpursuing,they willnowlogintotheirCRM systemandconvertthestate oftheprospectfromaleadoftheprospectfromalead toadeal.Thedealstate isoftenreferredtoas anopportunity. Thisisacommon workflowwithin sales. TheobjectiveTheobjective nowisto closethedeal. B2BSALESFUNNELS HOW FORSAASBUSINESSESWORK ContactUs @sales4_startups www.sales4startups.orgContactUs @sales4_startups www.sales4startups.orgContactUs @sales4_startups www.sales4startups.org LEADS DEALS ClosedDeals