Transcript
Page 1: Infographic: How B2B Sales Funnels for Saas Businesses Work

SALES EDUCATION FOR STARTUPS© 2012 - 2013, Sales4Startups. All rights reserved.

What CRM should I use?

Salesforce.com

Headquarted: San Francisco, CA

This is how Salesforce defines themselves: “Customer relationship management (CRM) software & cloud computing from the leader in CRM solutions for businesses large & small”.

Salesforce is the leader in CRM or sales automation software across companies ofall sizes. It is not the cheapest or the easiest to configure solution on the marketall sizes. It is not the cheapest or the easiest to configure solution on the markethowever is the most complete and will scale as you do. It is the safe choice and although it’s not the most intelligent solution and has a less than innovative userinterface, it does the trick better than any other solution in its category.

Another plus when using Salesforce is that it integrates into everything acrossall organizations witin a company. Which is especially important as your companygrows and requires integrated systems. Salesforce also as a 3rd party appmarketplace that provides an ecosystem of plug-ins and other techology to supportmarketplace that provides an ecosystem of plug-ins and other techology to supportmost of your needs.

Pipedrive.com

Headquarted: Silicon Valley, CA

This is how Pipedrive defines themselves: “Sales pipeline software that gets you organized. Helps you focus on the right deals, so easy to use that salespeople just love it. Great for small teams.”.

Pipedrive was designed and is operated by real sales experts who understand howto break down a sales engagment into important phases.to break down a sales engagment into important phases. Although Pipedrive’s lead management capabilities will need to improve as they are used by more complexsales and marketing organizations, if you are a small to medium sized company, thisis one of the best solutions we have seen on the market today. It has a intelligent user interface which promotes best practices and helps you stay focused on the important tasks.

RelateIQ.com

Headquarted: Palo Alto, CA

This is how RelateIQ defines themselves: “The Beginning of Data Science in Decision Making. Follow-ups that set priorities based on your emails and interactions..”.

We believe that RelateIQ can become the CRM system that finally effectively competes against Salesforce.com. That said, they are still an early stage, competes against Salesforce.com. That said, they are still an early stage, venture backed private company.

What we like about RelateIQ is that it feels like an intelligent spreadsheet --which is something we have dying for a very long time. salespeople loves spreadsheets but management allow them to be the standard due to lack oftransparency, reporting, collaboration, etc. RelateIQ looks like it has fixed this.

CRM (customer relationship management software).

Your sales funnel ismanaged and trackedwithin a customer relationship management (CRM) system.

*Look below for details.

Recommendation:

Closing is merely the step in a sales engagement which requires a contractto be executed.

This is not rocket science. There are nomagic tricks here. If the engagement is managed reasonably well and your companyyour company’s offering is ultimately aligned with your prospect’s needs, this should be a formality.

*Feel free to contact us to get detailedcontent regarding closing.

Technical Tip: Closing

$

Today, leads come from multiple sources:

Web Forms Social

Signups

Blog Cold Calling

List Databases Other Outreach

Events/Conferences

WhitepapersWebinars

Inbound Leads Outbound Leads

??A sales funnel also referred to as a sales pipeline or even sometimes sales process, issimply the states within a sales engagement which allow you to organize yourself.

Top of the Funnel:

Working Pipeline:

CRM Recommendations

Leads, Prospects

Deals, Opportunities

You will always have a higher volume of leads at thetop of the funnel, which will slowly be curated down to a

much smaller set of deals.

When managing Inbound Leads, your first taskis to qualify the lead or determine whether thereis a legitimate opportunity to do business together.

How do you qualify Inbound Leads?How do you qualify Inbound Leads?You look at items like company size, vertical, ranking (iOS, Android marketplaces), and other attributes based on your business

and objectives.

When working Outbound Leads, your first taskis to identify then contact them via

phone, email, social, etc.phone, email, social, etc.

When a lead has been qualifiedand the salesperson has determined that the prospectis worthy of pursuing, they will now log into their CRM system and convert the stateof the prospect from a leadof the prospect from a leadto a deal. The deal stateis often referred to asan opportunity.

This is a commonworkflow within

sales.

The objectiveThe objectivenow is to

close the deal.

B2B SALES FUNNELSHOW

FOR SAAS BUSINESSES WORK

Contact Us @sales4_startups www.sales4startups.orgContact Us @sales4_startups www.sales4startups.orgContact Us @sales4_startups www.sales4startups.org

LEADS

DEALS

Closed Deals

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