Sales pipeline tools for supervision

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all right let's get rolling thank you everybody for joining us today for our live webinar part of our lifecycle marketing series and today we're talking about converting more sales using a sales pipeline and automation and i will go through i've got some really great stuff about uh sales pipeline why you should be using a sales pipeline what it's going to do for your business and some of the things that would be important in when creating your sales pipeline some uh examples of stages to get started from and then we'll jump in and i'll show you an example i actually had a couple of examples from our software more specifically keep pro that has a sales pipeline tool and infusionsoft also has a sales pipeline tool that's really functional and of course tying in automation and how automation can really help to to make that sales pipeline more effective of course like creating tasks and emails doing things automatically that you need done in each of your sales stages things that you would otherwise have to do manually which of course will save you time and of course hopefully uh create more closes and create more revenue to get started uh i want you to open up that chat and tell me what your business is uh that's literally my first question for every time i do a webinar or a live demo i just want to know who it is i'm talking to so if you are um you know you're a business consultant or a marketing consultant or uh you're in health and wellness or you're a trainer or you have a yoga studio or you do manufacturing financial sales very cool website design owner of solar company oh yeah you're busy right now for sure um health and wellness perfect thanks frank lawrence and dottie and tim financial sales excellent it's like anybody else feel free to jump in and share all right let's get cracking so uh this is part of our life cycle marketing series and we run a life cycle marketing webinar every week and i'm just going to give you again we're going to just touch on life cycle marketing lifestyle marketing is the process of providing your audience the kinds of communication and experiences they need or where they need want or like as they move from prospect to customers and then ideally to advocates and that is the life cycle of like literally everybody that comes into your realm of influence is passing through these stages and we refer to this as their life cycle right and life cycle marketing is providing uh the type of communication that that they need or that is required especially for your product your service your business providing the the right kind of communication to get them through these stages and to do it well and to create a a great experience for them a great experience for you which is a monetarily beneficial experience for you and for them and to create uh like more lifetime revenue for all of your customers because but especially back here if you are engaging those customers and re-engaging those customers then uh then their lifetime value goes up and your relationship with them of course goes up and uh this being the the whole process like just on a as a visual of the the life cycle of leads through your pipeline we're talking you know collecting leads converting clients and creating fans and so this is where we are this is where our focus is today is that engage offer and close all in here uh probably mostly in this area this engage offer well actually your sales pipeline is getting all of this it's it's right at the end of capture right people are we're getting their information they're expressing interest and the pipeline covers all this business right in here um and then set you up to do the next part which is hey deliver and press and multiply all right so what is the sales pipeline let's jump in and and just create a couple of definitions and things that are going to help us out and and then we'll move on from there so the sales pipeline it it's a visual tool that covers the entirety of your sales process breaking it down into separate but connected stages helping you track opportunities and this term opportunities think of this as uh as a deal or an opportunity to make a sale so you'll hear this well you'll hear me use opportunity often and if you're not really familiar with a sales pipeline the the deals or the records of the deals that you move through your sales pipeline are commonly referred to as opportunities industry-wide it's an industry term you refer to that as an opportunity which is just short for opportunity for sale so it is helping you track opportunities or those deals as they move from stage to stage based on specific actions a sales pipeline is the process your prospects go through to become a customer and that's like really cut and dry so pipelines also just high level pipelines also provide an overview of your sales forecast and how close you are to reaching your sales goals so there's a lot of really great benefits to actually having a sales pipeline and the term pipeline comes from the idea that deals travel along a set path from initial contact with salesperson to closing that deal and that's why it is commonly referred to as a pipeline so a sales pipeline focuses on um the predefined sequence and we're actually going to create that predefined sequence that's really where we're going to start so a sales pipeline focuses on the pre-defined sequence of actions that need to occur to move a prospect through the purchasing process so once each stage is complete the prospect moves on to the next one and hey we've we're speeding them on to the next one we're we're referring to jay-z like it's a great song i don't know if you guys are at jay-z man but hey that's jay-z and he's on to the next one so that's what we're doing we're moving it into a stage completing the stuff in that stage and then moving it to the next stage like a great example is let's say if at a certain point i i send a quote so i may have a quote sent stage so everybody that i send a quote goes into the quote sent stage and then when they accept the quote i move it out of the quote sent stage like into the next or on to the next right so i've got a stage for every part and it could be these can be really general or they can be really granular and we'll have a really good look at that also okay so you may be asking hey what's uh what's in it for me and that's a completely relevant question so here are some of the benefits of the what's in it for me number one you're going to improve your sales process anytime you look at something and you go to break it down you're going to make it better like uh you know and then you analyze something you're going to find ways to make it smoother make it better so the first thing is of course it's going to improve your sales process um by laying it out you just laying it out you're like okay oh wait maybe i need another stage in here or hey it would be good great to have tracking at this point so we're going to streamline next one is increasing revenue if you're tracking it if you are tracking you will be increasing revenue and that's where i mean this is a pain point that a lot of the small business i talked to have if you don't have a set system to track your sales process then things fall through the cracks or follow-up doesn't happen or things just get forgotten and that affects your revenue and so if nothing ever gets lost then you will quite simply like increase revenue and if you're just joining us i see uh uh it looks like just a few people are kind of trickling in we're going over um the sales pipeline right now we're just looking at benefits and then we're going to jump into creating sales pipeline stages and then i'm going to go into some examples of a of a working and flowing sales pipeline so thank you so much for joining us and we're excited to have you and you haven't missed too terribly much but uh i will also send an email after this um with a a link to the replay so you'll be able to like click this and watch anything that you missed or if you have to leave early that follow-up email will have a link to the webinar replay and you can watch that and finish that up at your convenience okay next day on the list forecasting future business results when you look at your stages and you lay all your stages out you can start seeing where you have pinch points or where um your deals may be getting stuck uh and you you generally you don't have that same uh like visual or access that information until you lay this out um especially on when we look on a screen and you can see hey i've got like six deals in this one in this one stage maybe i have trouble now you can start analyzing me i have trouble getting them out of the stage or i need to streamline what i'm doing or do what i'm doing better in this stage and then understanding how long it takes you to get generally a deal from stage to stage can help forecast future business results also forecasting revenue being able to have uh potential revenue on your on that opportunity record or that deal record will add up at each of your stages and you can look at revenue forecasting and see how much money you have moving through those stages and generally how long it takes a deal to go from one stage to the next so forecasting revenue that is like that's a big help especially if you're like hey how much how much money do i have my pipeline there we go we want that to be completely evident um analyze uh different sales strategies for your business so this can having that data in front of you can also help you figure out what strategies are working what strategies aren't especially if you're using a multiple pipelines for different products or services manage resources needed to close or service upcoming deals this is a great one because if you've got a whole bunch of deals coming through the pipeline it means two things number one you've got a lot of revenue coming in number two you have a lot of fulfillment coming up and so knowing or having a visual of how many deals you have in the pipeline will let you know what kind of resources you're going to need to fulfill on all those sales because that is like that's i mean it's a tough problem to have oh i'm so busy i sold so much but i've seen businesses get buried because they sold so much and they didn't have the resources to fulfill a a really great example and now i'm a a competitive shooter a competitive handgun shooter and there's a company called sailing arms and they they uh essentially they customize uh glock pistols they make them just absolutely like john wick style and amazing and uh they're really sought after really high-end upgrades and customizations and what happened to them is that they they sold like so much that they couldn't keep up with production and then pretty soon they were quoting people a year to get their pistol back it's like yeah send it in it's going to take us a year to get to your job which means that they were not doing a good job of managing their resources so they weren't actually keeping track of their sales pipeline to know like hey i've got to invest in more resources to fulfill on all of this business so and then that revenue doesn't help them because they can't actually really collect on that revenue because they're not completing the work and then it hurts their reputation because then people get on social media and like hey don't send your stuff to to this company because like they're quoting me a year like i've i've waited you know eight months literally to get my gun back so just a it's it's a a relevant part of having a sales pipeline and then last uh understand your progress towards sales goals right if if you have a visual pipeline it's going to tell you how many deals you have working how many deals are in your closed one and um you know how many what you have closed over what period of time so you know where you are in progress towards your goals and you know you if you're selling you generally have some sales goals or you're you're competing against yourself you're competing against your last month and you're competing against um this month last year all right so um your sales pipeline helps you remember to follow up and i i borrowed this chart i found it uh looking for some stats and the uh the third biggest problem for uh a sales team or for sales people um they report like their first base problem is prospecting it's like hey that's that's my biggest complication of my job second is qualifying leads third is follow-up so like at 30 so it is the third highest rated problem for sales people and sales people generally don't do it those people are not good inherently at follow-up and if you are doing sales because you're wearing a lot of different hats then you're probably doing sales and you understand that hey follow-up takes a lot of time and it's easy to lose track of follow-up like people fall through the cracks all the time and we want to solve that problem using automation in our different stages um and and here's another like great statistic like 10 years ago it just took i think statistically took 3.68 sales calls to close a deal so right around three calls to close the deal today statistically it takes more than eight right you'll hear that statistics there on a statistic thrown around all the time is that it takes more than eight touch points to uh close a deal or even to engage somebody in your sales process and you actually find that stat on google so follow up is a huge problem it's probably even bigger now and automating it or having reminders to follow up that get automated by your sales pipeline can be a lifesaver for your revenue all right and your sales pipeline helps you shorten your sales cycle so some of you especially if you're doing b2b you may have a really long sales cycle and uh i love this because gilbert's just it's it kind of what they like to just point out the things about you know business that give you a headache and and i i and this one i blew it up really big so it's a little bit fuzzy but you can get the point he says hey i'm on my way to a meeting with a prospective customer and we have such a long sales gestation period that the value of my efforts won't be known for two years just remember that optimism looks exactly like doing nothing so if you have a long sales cycle you're going to understand this pain so having a good sales pipeline uh or you know even as just it doesn't even have to be a super complex sales pipeline but having a sales pipeline helps you condense your sales cycle uh so that you don't like you don't lose people over the long run because the longer that sales cycle is the more opportunity for things to go wrong more opportunity for people to just lose interest and people to fall off the face of the earth and and go dark right you've heard that term before when someone just stops communicating with you all together they just go dark so this uh the sales pipeline can keep those things from happening or help you at least mitigate those issues so here we go so what are your sales stages let's start with some uh some basics and we'll jump into exactly uh what those sales stages should be so we're gonna start with some general stages that pretty much every business can use that have a consultative sales process and then we'll move on from there and so i use this i don't know if you guys have watched uh the uh the tiger king but i thought i'd bring this one in because hey sounds like a good idea at the time and uh since then i think this was what uh john finley and currently if you watch the tiger king and it was a train wreck and it was hard to not look away right we didn't want to watch it but we kind of had to watch it and it was like peer pressure so we all watched it uh but i guess currently he is now a welder and he had his teeth repaired so if you were wondering like his teeth are a lot better now so here we go on to the next all right so number one identify a new lead so here's we're going to build some basic stages so number one let's we're identifying a brand new lead or a new lead uh then we are working to get in touch so this is that that communication piece um right and i'm bringing down in the super basic stages and then we'll expand from there then i'm evaluating their good fit for my product or service and and that kind of goes that's such a two-way street right are we a good fit for them and are they a good fit for us and uh and finding like your perfect customer you're looking at both of those things right but in most cases like hey are they a good fit for our product or service and we do this all the time because we are software as a service and so when somebody expresses interest and they have that consultation with a small business growth expert they're talking to somebody about their where their business is their business needs what their their growth goals are and because we're software we want to know what other software products they're using and figure out if we're a good fit and because we have three different products or three different user interfaces then we're trying to figure out which one of those whether it's keep grow or keep or infusionsoft is a good fit for where they are in their business development so this is uh completely relevant and it's what you're doing like you're doing it whether you're keeping track of it or not you're doing this um and then the last stage is work to close the deal and that's and that's it so this is these are your four stages in a nutshell and we're going to clean this up and then break them out into like a couple of um like easier or more trackable stages and then we'll go from there okay so these are super general but i would venture that these apply to um like 90 plus 95 of small businesses with a consultative sales process so new opportunity uh contacting engaging qualified custom stages and we'll cover that right you you're definitely going to have some custom stages of stages that are specific to your business that are not specific to anybody else's that you want to number one be able to track uh and use as triggers for automation so we have custom stages and then your closing process and then closed one closed loss so we'll we'll go in and we'll further break these down no i want to look into each stage so we can figure out exactly or just talk about exactly what's going on in each one of these stages so that it makes it easier for us to break them down into our custom stages or when i show you these examples they will all make sense okay so number one new opportunity so a new lead is identified and their content contact information is recorded and whatever that looks like right and keep the collection of that information can automatically trigger an opportunity record to be created a sales rep will reference this record through the sales process right so this is uh that new opportunity now here's an example so an opportunity record creator or that deal record is created when a prospect fills out an online form for let's say a free consultation or when a staff member records uh prospect information from a phone call so like two different ways that we're getting um these these new opportunities and you may have different avenues for bringing these uh these contacts in but using keep or infusionsoft you may have a web form on the website that somebody fills out to express interest or to have that like start that relationship have that opening conversation or schedule that consultation or schedule a demo or schedule to get a quote or whatever that uh whatever that first act of interaction is they're they're expressing interest this is essentially them putting their hand up saying hey i'm kind of interested in your product or service right so when that happens um in like i've got an example let's say you know they fill out that web form or they call in so if they call in great we're entering their contact record in the crm we're creating contact record and and then we can create their opportunity or the the the deal that we're going to pass through that that sales process or they fill out a um a web form on the website and we can actually automate that um and i'll show you i will show you examples of all of these here we go oh as a matter of fact here let me um i'm going to be like dragging stuff in and then dragging stuff off as we go through this so here in uh keep this would be an example now you can create what we call smart forms so let's say somebody calls up and i'm going to create a brand new contact because i don't have their contact information i can create what we refer to as a smart form and here we go i've got one for new lead and it's going to hold just the specific information that i want to gather right for when somebody calls in to express interest and so i'm going to use this because i can create this this custom internal form and it's i'm putting in the first name last name email address uh their their company or their primary service or product interest and any other custom fields that i need to gather that i like to gather when i add a contact the cool thing is that this form can launch automation in my system so then this form gets filled out and the automation will automatically well it automatically creates their contact and so it will create let's say it creates jessica they fill that out for her so now we have the jessica contact record and then it can also automatically create here we go a an opportunity record in the sales pipeline here we go and that would look a little bit like we'll just move this one back here it would look like that so now uh because jessica called in and i myself or somebody in my system filled out that little form and creator contact then boom i've got this now this new deal in my pipeline and we'll come back to this as we roll through and um i just want to open up uh the campaign builder because we're going to be going through some automation now the campaign builder is and i click that and it opens up here the campaign builder is where i build my automated processes and so let's see down here sales pipeline automation we'll use this as an example um so um and we'll actually we'll use this as like a just a little bit of real world example so let's say i build that web form so here's a web form builder i can double click this and build that web form and then when somebody fills out the web form i will have this uh this would be my um web form follow-up and here we go so i'm going to have it automatically let's say it's going to tag the contact so it's like they're going to be tagged as hey a brand new contact brand new opportunity and i'm going to have um an email sent out to them so it might have a like a welcome email with some information and hey we're going to be reaching out to you and then boom it creates a deal and to configure any one of these i just double click it so in this case if i want to configure the deal i double click this and then i can decide um actually here we go cancel there we go open that up um the name of the deal and this would just be like what new deal or new opportunity i can do that there we go and it will be in yeah my example pipeline it will be in the new opportunity and i'm going to assign it like all new deals are going to be assigned to me or the contacts owner i'm just gonna do it for this one for me um there we go and then um an amount of it's like potential value for the deal but i wouldn't know this so i'm just gonna hit save and then that's configured so this will now uh kick off that uh that that's that's my automated process that is being kicked off by my web form and if i'm using one of my smart forms then i can build the smart form and i do that in my settings and i would just choose the smart form and the smart form is going to do the exact same thing so whether they fill out that form on my website or whether they call in and the person that takes that phone call fills out that internal form it will kick off that same automation and then that deal is created and it shows up right there in new opportunity boom automation did all that for me okay so let's jump back over to the next one now contacting and every time i do this it uh moves my notes right off my page i don't know why it does that it just doesn't like it when i bring other other pages in okay so uh this is one of the most uh difficult parts really for sales people and if it's it's one of the hardest parts for the sales process it is time consuming um if you are the salesperson and a lot of the small businesses you are the salesperson so you feel this pain this is the most difficult part of the sales process simply getting a hold of the lead the prospect remains in this stage until the rep makes contact whether that happens after one call or whether it happens after 10 calls right so contacting contacting can be exhausting and the the more automation you have set up here the better so here's an example so to connect with a new lead the sales rep first uh picks up the phone by recording the outcome of the call in the software um he or she triggers an automated series of events so over the next three weeks as an example the software will send three emails and twice remind the rep to call again if they still haven't made contact okay so here's your contacting stage so let's jump over and see what that looks like so this would this would be kicked off when i move a deal into contacting right so this deal is in new opportunity and oh yeah that's it let me just open that up and we'll get some visibility there so here's my my my record in keep i can project my value so this has an 1800 projected value um i can forecast my close so let's uh this one is an example of super old examples let's go back to july let's say we'll close out by the 31st of july here's notes about when it moved when it was created uh and so on it gives me all of that data there and then email history if i send emails and i can send an email right to irene from this uh from this record all right perfect let's go back okay and uh there's her contact record so i can click into her contact if i need to and who is running this deal so i don't have anybody assigned to the deal yet so i can actually assign a uh a rep to this deal oh james allen is okay perfect so uh that's essentially like the the deal in uh in keep pro so what i want to do is uh is when i start contacting um in this case irene then i move this deal over here and then this can kick off automation for me so let's go over into that pipeline automation and then i've got this set up now what and this would look this will absolutely look the same in keep pro and infusionsoft so what i've done from over here on this side on the left these are all of my automation triggers so when one of these things happens it will trigger automation right and i have a whole bunch of these uh pipeline stage move triggers set up so that when i move a deal into a certain stage it will trigger automation and then when i move it out of a certain stage then it will stop that automation so this is my trigger for kicking off automation there's my automation and here's the trigger for stopping the automation all of those all together so in this case when i move into contacting i want um a contacting series to kick off it's gonna like it's gonna make my life easier so first i double click this and so when moving into the pipeline uh let's say it's my example pipeline into contacting i want automation to kick off and then i'll come over here and i'll set this so moving out of the contacting stage will shut off the automation and then i just double click and i can create the automation so the first thing is uh let's say um after i've made that initial phone call if i don't get a hold of them then out goes this email and the the email is it's kind of it's a little bit of a copy of the welcome email but it says hey i just reached out to you i left you a voicemail this is why i'm calling and here's my information you can get you can get a hold of me like you can contact me back and they will if they're like if their interest is really high they'll call you back um or it's like hey i'm going to call you back and then it is going to create a call task and um maybe it will be let's say i'll set up a time delay so we'll do this for one day and this really depends on your speed to lead in some examples i've seen this for the very next day because that's just how people purchase um from this this business or service so they'll hit them up like every day until they make contact or every day for the first you know couple weeks or first week and then they'll space it out and you've got it just really depends on what works for you but you have that choice and so it creates that call task and then i call and then if i don't move it out of this stage within let's say two days then it's gonna send another email and then i'm gonna make a copy of this here we go so two more days and then it sends another email and um here we go let's uh delete that because i wanted there we go to there and then since this other email so you can see what i'm doing i'm building that that contingency plan essentially so that uh here go every two days they're either getting an email or a call task is being populated for me to call and this is going to do a couple of really great things for my sales process so number one is i don't have to set my own reminders to call and i know that they're going to be getting oh yeah this was supposed to be an email i know that they're getting these emails and i'm showing up in their inbox now they expressed interest so they do have interest so they're expecting my message they're expecting my phone calls and what i'm doing is i'm staying top of mind here for when their interest peaks because this happens a lot of times somebody will express interest and they'll engage but they're not ready to do business with us yet like they're they want some information but they're not ready to talk to a salesperson or they want some information and they're just ah they're like oh they're just on the fence they're not ready to engage with that business conversation just yet so we have to do the follow-up and you're all familiar with this right you you make calls and you make another call you send an email unfortunately most of us stop about um most of us stop about here because we're so busy so you make two follow-ups and then you give up but statistically right we need like eight follow-ups to get people engaged in our sales process we just cover that statistically so you need to have a system to do this and to help you do it more efficiently so what this is doing is it's sending an email and then after a day or two days then it queues up a call task and then two days later sends an email and then it'll two days later send a create a call task and so on like email call test maybe email email call task it's really up to you how this works and then back over here when you log in you go to your task area and those call tests will automatically pop up for you and so there's the contact record there's the call task you can click on that and open that up you can click on the contact record and open that up and then execute that task and boom you mark that task as complete and then move on if you get them awesome if i get a hold of jessica or in this case irene then perfect then irene goes into engaging and now the contactings process stops right because i'm going to pop out and i had moving in we'll start this process right well wait a minute i was trying to highlight that there we go so moving into that stage start the process and then moving out of the stage will stop this process so literally i just stopped it so when i got a hold of jessica whether she called in or i had that call task and i called her maybe it was my third call task then it stops this process so everything after this you know email two three four five call task two three four whatever all of that stops because i moved her out of that stage and then i moved her into the engaging stage and now we can work on engaging right so whatever i need to happen in the engaging stage um um i can actually um dot is a good question can you add this automation to my account um there is free automation as a matter of fact there's uh there's a free campaign that you can pull um into your campaign builder that is um you know build a sales pipeline and it will look just like this and all you have to do is go in and uh you know change the labels and add your stages right and so in this case like uh i've already i've gone and i've built my stages so i have these in my example pipeline i've built all these stages already there they all are and that way when i go into my automation i just have to click here and then hey when i move into and i choose the pipeline because i can have multiple pipelines but we're using the example pipeline and this is the first stage so the opportunity stage and then i just configured that so whenever somebody moves into this stage then it's going to launch this automation and then whenever they move out of here we go out of this stage in that new opportunity stage cool then it will stop the prior automation and it is quite literally just that easy and uh what i did was i just made a duplicate of this for each one of my sales stages and this will actually i stopped at um custom stage but you essentially make one of these for every single one of your stages that you want automation to launch in and it's a really easy process to build there we go and and then you're launching automation angel stages okay so let's jump back to um the next stage engaging okay so um by this stage sales rep has reached an important milestone and sales process uh he or she has actually talked to the prospect right it's time to celebrate we talk to them uh depending on your business the sales rep might have one conversation the stage or a couple um with that to determine whether the prospect is qualified to make a purchase so in this engaging stage we're trying to get them to the next stage which is qualifying so we are engaging with them to qualify them and we talked a little bit about this right qualifying is hey are they a good fit for us are we a good fit for them and so a couple of different results so you're going to have literally one of three results here number one the lead is qualified and then we move them into the qualified stage and that might look like hey the lead is qualified so we move the lead into the qualified stage and then the software automatically sends uh the next step it might be an evaluation form or it might be a a request for documents right sometimes we need stuff from them or in that we're setting an appointment because we need to have like a face-to-face or a visit or something to that effect right so we've got to uh we're doing some in that uh qualifying stage so in engaging we like we may set up some automation or there might not be automation running and engaging but in qualifying there absolutely is and so let's go into qualifying right so if they are qualified well let's go back to the pipeline here we go so in engaging this is where i am hey i've engaged with them i may have multiple conversations but i'm trying to get them to this next place and i can create automation here for task reminders um oh this is the cool one here so let's say oh we go into qualifying let's say i've got three things that need to happen in qualifying so i can actually build some automation right here so let's say the first thing that needs to happen is it needs to create a task and the test could be um like make a demo appointment there we go and this task gets i can put in notes here and this task goes to the contact owner or the contact that i choose so now whenever somebody moves into the stage that task already automatically happens or if i just need an email sent it can um send an email so i can actually create the email that i want to go out here and or i can use an email template so you can build email templates and this could be just a follow-up email or it can include let's say a booking link so that 30-minute free consultation hey please click here and let's uh you know let's make that consultation and uh boom so now this email goes out automatically when they move into this stage right and i can do that so i can set up simple automation just by clicking that little gear right there so that that automation happens when i move from stage to stage well there we go and there we go there's my configure automation all right very cool done all right so as my for my example like the sales rep sends the prospect paperwork that will allow them to create a proposal and then close that sale so that's what we're doing in in qualifying that's just an example hey i'm i'm creating a proposal and gathering docs and gathering information uh we're figuring out like it may be with uh with solar right you may have to go on site and do measurements and uh and you know figure out uh like what it's going to take to to do that so you're creating that proposal with website design you're gathering that information about what it is that they they want and need and those parameters so you're gathering information from them that's all happening in like that qualifying stage okay now the the next one the custom stage actually let's go back here boom the custom stage can be like you may have these in different spots and it really depends on what you want to track a really great example would be in this one where and i mentioned this before right so when i send a quote um i want uh let's say i i want to be able to track everybody that i send a quote to and then when they accept that quote i want to move them into a quote accepted stage because maybe i want to trigger automation so when a quote is sent this can trigger a task to follow up on that quote sent or that stage that quotes in stage can launch automation to send them follow-up emails until they accept that quote right because we can run that automation over in my sales pipeline so i can literally run automation based on quote status so when that quote goes out here we go so when a quote is sent then i want certain automation to happen um or and then when here we go that i'll double click it again come on help me out killing me there we go just has to do with how much room i have on the screen when the quote is viewed there we go then i want different automation to have it or i can put this on the back side so this is uh sent and then viewed so when the quote is sent it sends out this information there we go when it is viewed it will stop that automation and start new automation kind of the way this thing does right here right so i can set that up if i've got a quoting stage right maybe i want things to kick off uh when somebody goes into quoting so it's just really it's a matter of what you want to automate and what you want to track so here i've created some different stages like quote sent court accepted uh contract sent uh maybe i can have another one contract accepted or contract signed um then invoice for deposit um paid like deposit paid and scheduling and then i from here i actually move into another pipeline so if this uh deal actually here we go i'll move this deal into oh no it's paid scheduling so now i can move it into this one like my work fulfillment pipeline and so they're paid scheduled and the next thing they do is they go to the scheduled pipeline boom and now you'll see this deal with jerry is gone it's not there anymore and it is in my first stage in my work fulfillment pipeline and then i can have automation running there right and it all it does it just looks like this so i have a stage and when the deal moves into that stage my automation kicks off and then when i move a deal out of that stage the automation stops and generally when i move it out of this stage i'm moving into the next one so i move out of engaging into qualifying and then making that move kicks off the whole next set of automation there we go um replace the automation does the that replace the automation campaign oh i'm trying to understand your question dottie i said does that replace the automation campaign um no this actually this is like quite literally this is the automation campaign and you would probably when you customize yours like it'll pull one in like this that's blank um and then you'll just customize it and then your and then you're adding automation and this can actually be triggered um inside of of one of these stages oh when you set it from the other screen got it okay so um actually it's it's going to do if you set it up from the other screen it'll do it'll run both so if i have automation running here because maybe i just want like i have a single task that needs to be created i would set it up here if i have something that more complex to create or some more complex automation i would probably set it up in the campaign builder but if my automation is really simple like when i move into um here we go into work complete then all i really want to do is um uh create a create a task or you know apply tag remove a tag create a task or send an email that sends an email that's like hey your work is now complete and you know i don't know i'm just making stuff up but these are simple automations like just simple things that you can configure from here if you have more complex process then i recommend doing it over there but you can literally run both and so if i have um in here in my example if i've got this set up to apply a tag or remove a tag that's going to happen when they move into contacting so uh i can like configure that to add a tag and tags are great for reporting tags are great for tracking and things like that so i can have it apply tag but it will also run any automation that i have going in the campaign builder also so it'll trigger and run both all right great question um there we go and then closing right so as the sale as a sales process comes to a close the sales rep asks the uh prospect to finalize the deal right so an example is hey to close a new customer the sales rep sends a proposal and at that point it's like hey the win it's like we're going like closed one or close loss so the closing is all about that we're asking for the business so there are many things we need to maybe things we need to automate here maybe it's internal tasks that need to be automated or uh external things like reminders like if i sent a contract then i may want to set up a set of reminders until um until that contract is signed and then i move it out of closing right so i can set up reminders to go to them email reminders hey just reminding you um we hey we sent you this contract and we haven't uh we we don't have a record that you signed it yet if you go do that that'd be awesome you know and of course you'll you'll word it differently than that it's just being throwing out examples uh so you could automate in that closing section emails to remind them or tasks to remind you so it may not be hey i'm sending them emails to remind them sign the contract i'm assigning myself tasks and reminders so i get a task reminder today call them and uh and follow up on the contract sent and then a day later another task hey give them a call and then um when that task is more complete it can stop that automation there we go and that's another really great example so when i'm automating tasks this is a a really good example oh shoot and just i'll just use a different example so if i've got a sequence and that sequence here we go actually there we go so i've got a stage and moving into that stage kicks off that sequence and i've got a task that's being created and then let's say a reminder so one day later there's uh another task reminder and so on so this is like a task reminder sequence here we go so whenever that task actually gets marked as complete there we go so i'll come right back over here i will use the test complete there we go so when any of those tasks get marked as complete then the process stops there we go and so i can actually use this as a trigger to uh start and stop automation so moving into that stage created a bunch of task reminders which in this case we're talking about closing it's like hey call and follow up on the contract call follow up on the contract and then when that test you mark that task is complete it will stop sending you task reminders and then when you move it move that deal out of and i i don't have the uh the contract thing but if you move it out of the closing stage then it stops any automation that it's starting or kicking off okay so there we go and then let's go into last stage and this is quite literally hey closed one or closed lost and that's like the last that's the last stop right we're either uh we're winning that deal and then we are kicking off follow-up like hey uh you know welcome like welcome we're super excited and here's the stages that you're going to go through here's the things that we need to do to get your work started right so now we've closed the deal now we're starting work and and it's great to communicate to people like that and you just set up automation to send that communication it's like hey here you go we're starting our work you were starting work on your stuff um and uh and so on or if they go into closed lost it doesn't have to it's not it doesn't have to go into the trash bin the clothes lost let's say i've got a closed lost stage this can kick off a a long term nurture we'll just call this l t n long-term nurture and it's uh it can send um a quite literally a once a month email so matter of fact i would start with a delay timer and maybe this delight delay timer is uh uh you know we'll go let's say three weeks or we can go one month all right and then that uh that reminder that email or maybe i want to set it up so that every three months since they're closed they went into closed lost after three months it's going to oh let me jump out of that email i didn't mean to double click that email to configure it how about if it automates a task to follow up again say hey we talked three months ago and i was just following up to see if you might still be interested in our product or service right so they don't have to go in the garbage can they just go into um a process and then i can have uh you know an email go out and then another three months and uh it creates that task to give them a call or you know maybe every other month and maybe every other month i'm sending an email and the next month i i have a call to ask and then i have an email and call task and you just automate it and that way you can get some of those people that ended up in closed loss but they only closed loss because they're not ready now uh it's not closed loss because you you know you're just uh you're just not a fit and there are some that you're just not a fed and you wouldn't put them into this process uh but there are some that you are a fit they're just not ready and having that follow-up that automated follow-up over a longer period of time can really help um to get to get more closes right and they're not falling through the cracks and you'd be surprised that these people can bubble up and just because you're reminding them they're there and it might be hey the next month they get that email like you know what now is a good time for that and then they hit you up they call um or they respond to the email or whatever that is they're like hey we're interested now and it happens with us because we're software as a service and we may not be a good fit for some businesses today but we might be a good fit in three months like they're like uh you know i don't really have the revenue spent on this or i don't think it's where it's a great fit but in three months their business grown they've gotten busier and they're like i think i need some of those managing tracking tools those automation tools so like close lost isn't like closed loss forever it's just you know closed loss for now in a lot of cases okay covered some really solid stuff and we are at the top of the hour and uh i think i had like one more good slide and uh i know i've had some really like some odd references here but this is one of my favorites it was a cartoon in the late 90s mid 90s uh with pinky in the brain and hey you are headed towards world domination and if a little white lab mouse can do it why the hell can't i so this is the attitude that uh that i want you to have rolling forward and uh and hey we're going to uh we're going to dominate you're going to dominate in your area using tools like this automation and sales pipeline it can quite literally only help so you know let's go and build something and again um obscure uh references this is bill nye from uh love actually great movie uh like a little bit of a niche movie right it's uh it was just a vignette of different stories but he played an old burned-out rocker and uh you know figuring out what was most important in his life but this is like yeah right okay let's go and hopefully that's what i'm leaving you with i want you to feel uh like you can do it like you're empowered and that this type of process is within your grasp so this is going to really uh change your business right because you've got all of this uh this visual display that is helping you track your deals and then when i get in here you can see right so i've got three deals here and it is automatically totaling those deals up top so i can do my revenue forecasting so i see how much money i have moving through these deals and when i when i uh name this deal i can actually put into the naming convention uh the product or service and so this could be if i'm a marketer then it could be hey jerry callisteen uh you know seo if i'm a a marketing consultant and or it's maybe jerry callisteen website design or jerry callisteen lead magnet design like whatever so you can work into the naming convention what a little add a little bit more to give you more visibility in what's going on with this deal and that gives you even more at a glance reportability of your sales pipeline and of course you can create multiple pipelines you've got multiple sales people you may want a pipeline for each one of them and with their uh corresponding automation all right everybody thank you so much for uh joining me today i've got a couple of resources i want to give to you so this is quite literally this is our homepage and i'll put this link in the chat also and uh you can click the free trial button and there it is right there and you can try this out for 14 days for free no credit card required um you can sign up and then you can start working with these tools and put them to work you can start you can get some contacts in there start using automation start sending emails start automatically creating tasks use that sales pipeline create some of those stages and and really like see the differences that it's going to make in your business and i have seen it absolutely transform businesses where they move smoother people are saving time nothing is falling through the cracks which means you're closing more revenue it can just really change your day-to-day especially if you are run if you're running quick and you're wearing all those hats and you are busy and and that's you know again is one of the signs of being successful i was like ah i'm so busy i'm successful and i'm doing really well but i'm so busy we want to take care of the busy thing and it's it's it's it's not like a one-to-one it's like oh i need to hire more people no you just need to fix some of your processes and so this one the sales pro the sales pipeline that's fixing one of your processes with that automated follow-up oh it's gonna make your life so much easier okay again uh now we're like two minutes past the hour so this is a really good time to stop thank you for joining us um please if you haven't already go to our website and hit here for resources and check out all of our stuff for life cycle marketing it is all about more of what i just covered today uh breaking apart the messaging and the processes for each stage of the life cycle or that journey that a contact travels when they come into your realm of influence some really great stuff here and we have a self-assessment um that can give you some really great uh uh insight into your business and where you're doing things great and uh and where you like maybe need to like reassess and make some changes and then we have all the resources that you need to make those changes so some really good stuff there and of course um webinar replays and and then our live demo if you haven't been in a demo and you're interested in uh keep grow or key pro or infusionsoft then you can sign up for that live demo of infusionsoft or keep pro or keep grow and you're off and running all right everyone again thanks have a fantastic week here is to your success thanks again