Empower Your Business with Lead Nurturing CRM in IS Standard Documents

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girl yeah i know i actually you know i saw this instagram post from them and i actually you know i love their bikes it's so nice but wait i'm getting another call so i'll have to call you later okay okay all right be zoo [Music] hello hey hello uh am i speaking to kelly yeah it's me hey hi i'm jessica from bike hero how are you i am fine thank you for calling yeah yeah i saw that you uh filled up a contact form for one of our tests right i just wanted to make sure that you you have any information needed and that you're still coming tomorrow oh no thank you actually again once again for calling and uh i'll definitely see you tomorrow for the trial i'm very excited cool thank you i'll see you tomorrow then yeah see you bye bye bye bye you see guys this is exactly what this talk is about today we are going to talk about lead management by the way my name is jessica and i am the marketing expert for the business analyst team and today we are going to give you a little intro about a very interesting for most of our customers but not only but also a very complex topic which is the the the lead management process using audio crm and hopefully after this this presentation and also a ten minutes demo you will have anything needed to start implementing your uh your strategy yourself okay and additionally to that you can start putting all your question uh in the chat box uh below uh and we will have a small q and a session uh right uh after the demo okay so let's get started right uh first i would like to to look at the at this slide right at my uh right um and then i want you to read carefully each bullet points and if you feel like yeah this is this is like me like i i have most of those symptoms and i i i face those difficulties very frequent frequently so then you are at the right talk all right um today we're gonna address all of those all of those symptoms and you're not alone these are the most common issue that every company is facing so first you don't have enough fleet because you just start a business and the people they don't know your brand so you need to trigger lead generation but then when you do have a lot of leads what's happening you need to score them you need to verify the quality you need to assign them to pass them on the right person but then you lose the follow-up you lose track on the leads and in the end you lose a potential customer all right so lead management is very critical it's not a must-have in or do crm is an option okay it should have but if you ask yourself the question uh should i get more a potential customer yeah hello of course this is this is a simple question you should have ask yourself and every business will say yes to that question okay let me give you a little bit of context what is the lead management process so basically it's a set of it's a set of steps that will help you to carry on leads in is in its uh journey so it will help you convert leads into customers so in the end you will generate more business revenues to achieve your business goals and it includes steps like capturing leads scoring them assigning them nurturing this is very interesting and closing not doors for cells all right stay with me so welcome to this um doctor appointment i'm gonna give you five uh painkillers five um and then we are going to see that into details all right it seems a little bit complex but we are making this easy with uh with odoo crm first one capture the leads remember you don't have enough leads all right with odu you have many options to trigger the leech generation and also to centralize all leads into one place which is the list that we are going to see into the crm the most common lead source could be your main box basically we have like two main connectors so gmail outlook so you if you get mails from prospects or leads into your mailbox you can transfer them directly into the crms this is really saving your time the second one is uh the web form this is the most common one so you can synchronize the web form with the crm and create a contact form but be careful the the longer is uh your contact form uh the the better the chance are uh to lose uh the the customer right kelly oh yeah i definitely agree yeah when i fill in mine it was nice and easy yeah cool thank you for the feedback uh so then we have more options i'm not gonna i'm not gonna tell all of them because we have quite a lot to cover but you can either trigger leads creation from the event app you can trigger leads creation and that's really interesting and we're going to see that in in the demo from our booking system and many other sources all right so this is a short overview of the delete list and we will see that uh for the demo second issue now you have too many leads the leads start floating into your system but wow more problems are coming for you and guess what we have more solution of course the second step is the scoring you don't want to assign manually each leads okay or do you will take care of that because we have the predictive lead scoring so you just need to select some criterias and audio will calculate the potential of probability closing of your leads so yeah using an artificial intelligence so get rid of that manual task which has no business value to you once the leads are qualified you need to pass them on to the to the right people imagine that you have a business uh in many different geographical position so for example you have a sales team in in the belgium you have a sales team in the us you're not gonna hand over a lead from belgium to the us team first the language is not the same the time frame is not the same as well so you will lack of follow-up for sure we have something for you as well we we got you covered uh using the the automatic assignment route you can define rules using as well very specific criterias for your domains this you you will configure on your sales team and audio will dispatch automatically leads in between your different teams and guess what we have a new feature for that uh at sometimes people in your sales team may take holidays yeah i know this happened uh and you don't want leads to be assigned to them yeah because otherwise no one would take care of those leads we have something as well for that to skip the the automatic assignment for some time and to redispatch licks that are floating into your system the the the force uh painkillers if i may say is the the nurturing all right you need to keep uh contact with your leads you don't know you don't really know if it's going to be like a sales qualify lead a marketing qualified lead but then you can use the marketing automation to help you define that marketing automation just to give you a little bit of context is the fact that you can create workflow based on your leads behavior outcomes of if leads opens your emails they might be interested in knowing more about you offer about your bikes and at some point you can really detect if there is a sales interest or not and then you can jump into another sales workflow or trigger a sales activity uh to uh to enhance uh a closed follow-up with you with your leads talking about follow-ups and that's the the most interesting part elites won't stay a lit forever okay you need to convert them all right that's where you are going to trigger a sales sales behavior and also generate revenue so this pipeline view will help you know exactly where uh your prospects are in in your sales journey in your sales process uh and also you can assign automatic follow-ups timely follow-ups uh to help your salespeople um take better decision on the leads and close more leads all right i know that's a lot uh to understand and to remember today i'm sorry for that but i want to give you a little bit more uh takeaways up i want to give you a little bit more takeaway so first one is don't pass leads directly to the sales team all right you need to nurture them because if you don't know the quality you may not have the right message to the to the right person so that the first one the second one is you need to synchronize and have a clear communication in between your team marketing and sales team needs to have a clear communication otherwise it will create confusions you may have duplicates leads and you may have people from both the marketing and sales team contacting the the same person which is not a good image that you want to promote all right talking about new features right now so i have i gave you already small teasing so we we did a huge boost uh for our mail connectors so outlook and gmail so it's it's very nice to use those uh as where you can create leads from our booking system like kelly did and as well you can identify very easily uh the leads duplication and our sales people are do they really love it all right so this is all in odoo i think this is really simple and we are going to see that in the demo all right guys here i am in my database so my company bike hero let's see all those five steps that we just um talk about so basically like i said the lead is not it is an option all right it's not a must harvest should have but i really recommend to uh to enable this for you to have a better understanding of what are cells really and what are what needs to be a little bit nurtured so those leads were just uh started to uh to float into my system and i see that those uh are triggered from uh my instagram posts let me show you that in action as well if i create very simple use case going into my social marketing app where i already connected my instagram uh facebook and um and youtube we we don't have time to see all of it because yeah it's i know it's very exciting to have youtube as well but i'm just gonna play around with the instagram i created like a very short and incentive post to promote my new bike collection so i have a link as well to to to get those leads uh going into my system so let's say that i'm going to post this on instagram we are going to see that right away say yeah it is posted so then you can see new dashboard that your instagram post has been posted and that people can start filling up this booking appointment for for a free ride so they can just select the slots from there so for example there and they will give those information so that's the way you trigger a lead creation up if i go back now to my list i have it here all those people that they want to have a free a free trial okay and audi will assign automatically these tags so so many leads like i said the second step is to is to be able to score them so you don't have to do it you don't have to handle uh that audio will do it directly for you so you can select in between all those criterias which one makes more sense to to have a to have a better a scoring once you once you you score and you determine the quality you are going to assign remember that's the third step so for lead assignment you can select if you want uh or do to do it uh frequently for you or if you want yourself to do it manually remember that you're not gonna go like from one link to another but you are going to group it manually i should select this repeatedly every one day and then once you selected the frequency you need on your sales team to create the domains and this is the the this is the the heart of the um of of the the action of assign assigning leads because if you do not create uh two specific domains then leads will be a little bit messed up in between the teams and you don't want that all right so for example for this sales belgium team i decided to create a domain based on a country so belgium i want for this team only leads with a probability higher than 80 and i won only leads coming from the campaign uh instagram all right so here and if i hit a sign then audio will let me know if more leads uh have been assigned or not uh let's take another example here with the the the spanish sales team uh here i was a little bit less specific okay i just put tears but i can add the language because we know that uh in spain they speak spanish so that could be really interesting i'm going to do that as well here no more let's okay so it means that all the leads uh have been assigned quite correctly okay so once they are assigned correctly like i said nurturing is a big part of converting lead remember that 50 of cells happens after the fifth touch so you're not going to close leads probably after the first one first contact but basically you should i would i will recommend this to you you should nurture them using the marketing automation flow and then you can dynamically engage with with your leads frequently and every income will trigger the next action so one mail two mails third email if the third email is open you can detect from here an interest and then you trigger an activity for yourself people uh which will be a call follow-up but also you want to move uh the opportunity from the stage you to qualify okay so this will help you in the end manage these uh leads and opportunity pipeline to have everything very clearly identify you you need to have a clear process sales procedure in place for each stage you need to know that qualified to in order to qualify a lead you need to have at least one call one email recap after three days and activities like that and odu comes with a full follow-up schedule that you can have here the overview here you have all your leads that we saw in the pipeline um you have colors code green means in the future red in the past and range is for today and you can access directly to those activity so it is really an efficient way for your sales people to get organized with all their leads and opportunity and opportunity and i'm very sure that they won't miss uh elites uh to to convert in the future if you if you really do that um all right i think i got um i got it all covered um thank you for watching this video and thank you kelly do you have something else to add well i'm just you know guys i'll definitely be there for that right tomorrow okay thank you but stay with us because we will have like the q a session starting right now thank you hi everyone and hi again jess hello marie thank you for the your talk today let's see what questions we have in the chatter so i invite all of you to just post any question you have right now the first one that i've seen is about the outlook integration is it available in the crm directly yes it is uh basically you have two uh integrations available you have outlook and you have gmail so basically uh how it works uh you will connect your outlook or your gmail credential and then from your mailbox you'll be able to create leads directly in the in the in the crm app amazing yeah that's that's a good feature i really love it great um talking about feature i think that there is an extra feature that you didn't talk about during your talk exactly and that's a surprise for you that i have today uh basically remember that uh for the opportunity you have a pipeline by state so you have the new the quotation you have the proposition things like that you can definitely customize the pipeline but we decided we decided to add an extra menu in the in the reporting which is the forecast um we we we had a lot of requests of customers that wanted to know exactly what could be the forecasted business they could generate uh in the in in in the next months so you will have as well in this forecast menu a pipeline view where you can drag and drop any opportunities in the month uh column and then you have the total of a 4k forecasted business uh calculated automatically not bad interesting sure thanks um other questions from our audience what is the maximum quantity of leads that you could have in the serum as much as you want there is no limits in in the list but remember uh don't uh don't choose a quantity over quality but then that's why usually you can you can really uh have this lead overview and that's why as well you don't have the same pipeline view as in the opportunity because the leads are not already qualified it is like only contacts where you don't know if you are going to convert them so that's why you have a different view from the uh from the opportunity uh pipeline okay good another question from our audience can we trigger notifications uh for leads or opportunities where there are no interactions on it actually that's a very interesting question let me rephrase can we trigger notification for this opportunity with no interaction or feedback i think this is more of a nurturing phase of course leads you don't know if you are going to convert them you don't know the quality of it so i would suggest and that's the the benefits of using odoo it's it's all the integration possible so if you have leads or opportunities and if you don't know if they are a qualified enough then you can you can nurture them uh using the marketing automation app creating like a workflow and the outcome of it you will definitely see if you can you can you can have something out of those leads or opportunity or if those leads can remain in marketing qualified let's say perspective not sales ready okay good any specific improvements to the crm reporting feature that's another question that we have specific uh in the reporting feature so like i said you have this a forecast uh menu so this will help you uh have a better uh view on the the forecasted business you you still have the classical reporting uh dashboard but guess what uh for the v16 we are thinking of having a complete dashboard where you can see a lot of kpi from the crm so stay tuned for that amazing yeah uh maybe that brings me to another question what are the the other evolutions that we can expect from the lead generation in udo yeah uh as for the delete management so that's what what i just said like the the dashboard so that's where we are first going to focus all our our effort especially the the r d team uh that is doing a great work just trying to improve your repo the reporting system that we have having a centralized and complete dashboard will help you make the best decision in terms of lead management for sure okay good we have quite different questions in the in the chatter so let's move on can a sailor be in different sales teams exactly that's also possible uh in the in the in the configuration of the of the crm and that's really uh interesting so you can have multiple sales team so sales division and then a person can be in different uh sales team definitely okay and can we set target dates for different uh stages of the leads uh i'm not sure that you can have dates uh on stages but like i said you you'll see in the in the forecasted menu that this will help you uh using the drag and drop system to uh to set uh dates expected uh closing dates uh from your uh leads and opportunity okay and what happens to leads which are never converted to opportunities is there something specific that will be triggered into odoo um my recommendation is that if the leads that are not converted into opportunity they can remain into the leads uh into the lead pipeline because at some point the the objective is either to nurture for for marketing proposal i mean leads can just be marketing uh marketing really so they are just interesting of having news from your company or new feeder but they're never going to buy something but at some point if you nurture them enough you may trigger a sales a sales need so that's my best advice for you okay great can we modify the qualification criteria with other variables actually the the variables if if i understand correctly uh this question uh here you're addressing the um the scoring like the predictive list scoring uh basically the criterias that you have available are the ones that you can find in the settings so uh not sure i'm yeah i'm quite sure that we we can't have much more and actually uh the the precision of the scoring will improve based on the number of leads you are going to to have in your in your crm and there is a an anti uh an artificial intelligence behind the the mechanism okay so is that related to the uh function of probabilities uh into the crm that's another question that we have no i mean the scoring are probabilities but then you can change those so if you have the uh uh automated predictive lead scoring of course this will update your probabilities but at the beginning you have i think uh better to to to update it yourself uh like i said for the beginning amazing yeah yeah thank you all for your questions thank you for your answers thank you see you soon see you soon you