Sales pipeline tools for Life sciences

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hi stephen mary here from greenfield marketing in this short video we're going to show you the 10 stages to put into a sales pipeline and how to build that pipeline out in active campaign we're going to run through what each of the 10 stages are and a brief explanation of what they are so without further ado let's jump in and get them underway okay so what we're going to do is build out a simple pipeline inactive campaign that you can use as a sales pipeline every sales department and division is generally quite different but sometimes there is a standard sort of procedure and what i'm going to show you is the best way to sort of build that out in here so when you log into activecampaign account you go to the overview this is our demo account and then you go down if you've got the dollar sign you'll be able to click into deals now in the deal section is when we're actually going to build out the pipeline so you have tutorial video that you can watch um but we're actually going to build it out so sales pipeline you might want to call it sales team pipeline or whatever it is choose your default currency we're in australia so i'm going to go with that um we can come back to these elements but all groups and manually assign to start with because it's going to get set up in different ways now it will send set up in three different options to contact in contact and follow up which is a great if you've got a really simple pipeline you can just go with these three but we're actually going to build that up a bit more from here and we're going to use colors to make it um work in a way that we want it to as well so first of all uh we're not at dill and we're going to add a stage and we're going to say lead in or you can call it new lead i'm just gonna give it gray um to start with and this is where it's gonna start from beginning now i'm gonna use the colors that are here we're actually gonna go in them so what we're gonna do is have our field forms come in here once we set up deals and things like that and we can manually add deals into this section so the first one we're gonna do we're just gonna edit this one and we're gonna call it attempt one and save it and we're gonna change this one slightly and we're gonna call it attempt um two and i'm gonna change the colors and i'm actually gonna make it orange i'm just gonna have green orange and red so a little bit like a traffic light um sort of setup but also in a way that is gonna sort of in your mind understand the sooner you can get onto them the sooner you can get hold of people the better they are to be more responsive for you um and then we're gonna have attempt three which we're gonna have in red now we're going to start adding some extra bits and pieces in here so for example if you people might have completed a contact form and then what we want to do is actually get them to book a call with us and so forth so we're going to have cool booked that could be someone else doing it for you could be a different part of the team it could be so and so forth so we've got call booked once the call is booked and you have a chat with them you generally want to send a quote or send a proposal um so what we can do is then we're going to create here makeup and um sent proposal um and add that one here so then what we're gonna do obviously we've got attempt one two three to reach out to people to make sure that we can get hold of them what we're now gonna do is do very similar but we're gonna have follow-up one two and three so again we're gonna add stage and follow up one i'm gonna make it green and because that's when obviously we wanna make sure they've received it what their thoughts were the price okay is there anything else what was there something you missed making it into a bit of a conversation follow up do again i'm going to go with the colors that make it orange you can keep them all the same color if you want and you can build it out in your way um and then you might have follow um up three ah again i'll just make it red for now um so you've got the follow-up three um you might at the end of this you've got many different things you might have another follow-up meeting like it could be a call you might have a meeting book you might have a second thing you might want to then like they said yes they're ready to go you send them an invoice you're waiting for them to pay those kind of things so you might have another stage at the end um that's just let's go with awaiting um payment now the reason that um i'm going to go with blue on that one and the reason that you would generally use and put the deals where they are so if someone's an attempt one and the book of call you could automatically do this using calendarly that is one of the other um automation videos that we we have created you might want to do that um automatically coming through here you might want to be moving people manually yep so and so is booked a call you'll drag them across when you send the proposal you might want to automate this first follow-up you might want to be adding cool elements into it um there's many different options that you can do but this is primarily what we would say as a good basic sales pipeline to get you going and then people you can win them and lose them as you were as you go which will help with your reporting so hopefully that will give you some insight what we're going to build is different automations that will help with this with this pipeline until then thanks very much for your time okay so to show you how to set up a simple goal in acts of campaign first of all we're just going to make a simple um automation so what we're gonna have is just two emails say that we're requesting a testimonial after a client uh we've completed some work for a client or they're a new client to us and it's the first time we've done some work with them or however when it might purchase something from our store so first of all what we're going to do is we're going to say testimonial requested and that's the tag we're going to use as a trigger um and then what we're gonna just do is add an email i'm not gonna build the emails um i'm just wanted to show you testimonial email one and we're gonna wait say i don't know five days um before we send the follow-up email so what you might want to do you can have multiple different ways that um people complete this it could be a form on your website it could be um a form on a landing page it could be that they send you an email and whichever way you're going to want to go on and remove them from this automation and an easy way to do that is using a goal because then you can see how many people have actually completed the goal at the same time so you can see how well the actual automation is working so any second now i will be done on this part so obviously always make sure you name your automation testimonial working faster than the system but what we're going to do any second is set up the actual goal so with this um i'm just going to name it quickly so we know what it is so we've been working with a client we've finished a project for them we go in we put testimony requested on them it's gonna send them an email obviously that email we've built out earlier it's gonna then wait five days and it's gonna send them a follow-up you might have another follow-up from there as well um what we wanna do is if someone completes that testimonial and we wanna be able to do it so we could add a tag manually um or they might complete a form whether the testimony is right for them to upload to facebook or google or yelp or whatever else you're using and that's a different matter to start with but what we want to do is add a goal in here so first of all we're going to add another weight timer for five um for five days um just so we've got it in there we might want to send it off to do something else and then we're gonna add the goal so first of all what you wanna do is click on goal and then you want to name what the goal is going to be and for this one we're going to say testimonial received and because that's what that's basically what's going to happen when we receive that test testimonial that's when we know that this goal is completed so then what we're going to do is we're actually going to add a tag so for example we have a field um on a website on a form that when some on our website with a form that when someone completes testimonial it will get sent in occasionally some people do respond via email and with some video ones we do get a link that we download anyway but we also want to just say that we've received it and what we do is when we receive it we put a tag exists um testimonial testimonial received so once we receive that tag and once we receive that testimonial we add this tag and what we're going to do here with this goal is when the goal is below the contacts position yep and then continue if it doesn't meet this if they don't have this tag it will just continue anyway and then save so what's going to happen is for example normally with a testimonial you'd probably have three emails and then you might have a bit under there that might have a referral friend but you want to get them there with the goal so which we can build out um later on in a different video and show you some other bits as well but basically we're going to send them an email we'll wait five days if they complete that testimonial in two days that form will add that tag testimonial received once we know that we have that tag it will then just remove them straight down there and mark them as a goal and then that's an easy and simple way adding goals into your system you