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what is up everybody so in this video we're going to teach you how to set your crm for sales by the end of this you'll be ready to get started and ready to begin focusing on what matters most which is sales now let's dive into it so we're going to use the lead loft as our serum in this case however the methodology that we use within leave off can be applied to most crms so now let's get into setting up your crm the first step setting for crm is really just setting up your lead and deal stages sometimes you'll hear this referred to as life cycle stages and deal stages and basically what a life cycle stage is is it's going to be anything that's tracking your relationship with a company so in this case we call them lead stages and we call them deal stages so lead stages again it's your relationship with a company that might be are they new are you engaging them are they a potential lead and are they qualified generally and this is the way most sales processes work is as soon as a lead is in fact qualified you generally create a deal and we kind of build that into our into our workflow here so within lead loft i've gone to settings i clicked crm and lead search and then you can see there's some crm settings so under lead stages basically what you're going to want to do here is design um your flow and this is what i recommend so if you go through it we have new we have engaging potential qualified within the qualified stage i like to put parentheses create a deal because at that stage you should really should be creating a deal um customer then there's not ready yet no response not interested slash bad fit of course these last three are really kind of out of the flow so not ready yet that's a gold mine uh every sales process should really have a not ready yet uh lead stage so you have not ready yet there's no response of course if you reach out to somebody you don't hear back from them that is a no response there's not interested in bad fit that's basically anybody that you don't want to talk to or just really does not want to talk to you so those are the lead stages i generally recommend just copying that just word for word you know verbatim and that will give you a really good starting point if you find that you need more stages if you're selling to really large enterprise companies and you need additional lead stages you can always add them later but starting with less is actually better because it's easier to ban your least ages it's harder to shrink it so start with that and then deal stages i approach with a similar methodology at this point leads are qualified and there's generally three stages i recommend which is qualified negotiation and then proposal sent of course you always have won or lost if you win a deal you mark them as one if you lose it your market is lost and that's essentially what it is so to run from the top you have lead stages your goal here is to qualify a lead once they're qualified you create a deal after that you know the conversation with that company now moves to deal stages where you have qualified negotiation proposal sent and of course one in lost and again to make things really easy on yourself i recommend just essentially copying this exact outline uh keep it nice and simple no need to you know recreate the wheel just start here and we'll go from there the next step is to create your workflow so within lead loft we make it really easy to build workflows that's one of the amazing things about lead loft and what we'll do here is on the left you can see the workflow is already built and just to help you all out i'll delete all these and just start from the beginning let me fast forward this in the video now there we go okay great so how do you build a workflow so to start you just click all leads this is a great starting point um what do we want is a new lead so i'll say stage anything of new and i'll say um status is actually needed i'll even say status tactical task overdue just in case there's a new lead that we kind of forgot about i'll do lead owner is me there we go and we'll click save to workflow and we'll just say new leads go ahead and click save and there is your first step of your workflow and again this workflow right here it kind of operates like a sales funnel at the top you have your new leads at the bottom you should have your customers so it keeps it really nice and easy makes basically makes selling just extraordinarily simple then we'll go to all leads again and we'll create one more here and this is generally somebody like a potential lead you need to follow up with so again i always stick to action needed and a task or video we'll say potential and we'll say no communication for seven days at this point you know you really should be following up with somebody if you have a potential lead haven't talked to them for seven days you should go follow up and again we'll click save and i'll just name it go follow up and boom there we go and then again on the left you can see this go follow up new leads i like to have new leads in the top so i'll just drag this down and now you have new leads go follow up the next one is generally something i call the 90 day follow-up so if you have leads and they say hey we're really interested but we're just not ready yet we might be making a decision in the next two months that really means you know business tends to move slower rather than faster so that really means fly in the next three months um within our company we generally recommend just a 90-day follow-up if somebody's not ready yet market 90 days follow up every 90 days keep it nice and simple keep your sales process simple so what we'll do here is we'll click not ready at we'll keep the the action needed task overdue and we'll say no communication for 90 days and again owner is going to be me i'll click save i'm going to go ahead and create a new workflow step here and we'll call this 90 day follow-up basically every 90 days you should re-engage these leads and again i'll just drag it down now you can see here we have a nice little sales process being built out which at the top give your new leads beneath it you have the leads you need to go follow up with and then the leads were not ready yet that you should go follow up with and i really can't stress this enough the 90 day follow-up it really is a goldmine if you're talking a lot of customers say 20 30 even 60 or 100 a month that 90 day follow-up really stacks up and becomes a really awesome um awesome source of new customers who can like re-emerge you've already had conversations with them it's easy to kick that conversation off again if you're not doing that you're gonna be losing out in a lot of money so i cannot recommend it enough build a way to mark leads it's not ready yet and then have a 90-day follow-up just make sure you are converting leads who are interested but they just weren't quite ready when you first spoke to them uh the next one is um after this point ali's really qualified right if you speak to them after 90 days or after following up at that point they're qualified and what happens when a lead is qualified you create a deal so now the conversation shifts from managing that lead stage to managing that deal stage so if the lead is qualified again i'd say you hop in here let's search the lead loft here really quickly it's kind of a template lead i use so here we've created a deal see qualified now we created a deal perfect so now let's go to deals so again this is different instead of all leads i'm clicking deals so i'm creating a workflow step using deals not leads now what i'm going to do here is i like to keep it simple you can select specific stages if you'd like to um to have like a part of your workflow you could have like a workflow step called dl qualified deal negotiation or deal proposal sent i like to keep it really simple and i just say all active deals then i'll do is no communication for five days and again status i'll do action editors task is overdue and then owner is gonna be me again so now it's just all my deals that i need to follow up with i'll click save and i'll just call this deal follow up save and there we go and again i'll drag this now beneath 90 day follow-up boom there we go nice and simple and the last piece here is customers so um i'll go back to leads it doesn't really matter too much here i'll say maybe i just wanted to be my customers it does not really matter uh if i've spoken to them or the status i'm just going to say customer owner me and i can click save and i'll just name this customers okay so there we go so now we have an awesome workflow and again we'll just run through really fast the top you have new leads again all of your new leads that an action is needed or a task is overdue next go follow-up these are leads who are potential or marked potential and again you need to follow up with them 90-day follow-up anybody who's not ready yet you haven't talked to them in 90 days you need to go follow up with them then of course you have your deal follow-up this is your most valuable aspect of your entire sales funnel you want to hop in here make sure you are taking care and following with all these leads updating them keeping up to date and so forth and lastly you just have customers and this will show you a list of all of your customers again you can use this to upsell if you'd like and build it to be a little bit more customized like no communication for 30 days then it might be an upsell list but um for now we'll just keep it nice and simple for this example so there it is new leads go follow-up 90-day follow-up deal follow-up and your customers so now you can see we have a nice little sales pipeline here keeps it really simple if you onboard a new hire it does not take a lot of time to teach them how this works uh it's super intuitive and the next piece here is basically to set up playbooks and these are what you'll be using to essentially engage the leads so imagine i go to playbooks here imagine conversations with leads and oftentimes they want to give an automated follow-up so we can say is i'll create a new playbook here i'll create a meeting follow-up we'll call it first meeting follow-up make it nice and clear first meeting follow-up what an automated email great chatting i'll personalize it with the first name great chatting with you and then of course you can write your your email here and if you like of course you can also add additional emails another automated step and we'll run it seven days after the previous step and we'll even add one more in here i'll just add that guy in there again i'll do a seven day follow up on this one i might do a 14 day again business tends to move slower than faster so having those nice and spread out honestly is to your bit uh to your advantage in my opinion we'll click save and there we go and i can add some additional settings over here at time zones and um yep yep uh eject the playbook on reply we'll 100 do that when they're enrolled we'll mark them as engaging on reply um we'll keep them as qualified for now actually we'll just no change and then change lead stage when um when all steps are completed if there's no reply and say it's like a a 10 step play book at that point you might just mark them as no response so i'll click save and there we go i'll just click start playbook let's start it off and there we go so now the way it works is you have new leads to pop in your goal is again to you know you can select all of them engage them all use an outreach playbook what have you and then after you've had a conversation with them what you can do is let's go back to lead loft here once you've had a conversation with somebody of course you can send an automated follow-up process just click send to playbook and we'll just do first meeting and you click i just click enroll and what you'll do is you'll have a standardized process following up after a meeting that's just sent you follow up automatically and it's nice and really simple and there you go everybody that is how you set up a crm for sales so if you do have any other questions just leave them below in the comments or if there's other topics you want us to check out just again leave them in the comments otherwise feel free to copy this methodology to any other crm it can mostly be copied to most crms however we know crms can get really complex if you do need some help feel free to check out lead loft our team basically just throws the kitchen sink at you when it comes to support we'll do video calls phone calls screen sharing all kinds of crazy stuff at no additional cost again we really appreciate it and feel free to subscribe for more cool videos just like this one bye for now [Music] you