Sales standard operating procedure for sales

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let's try and pick one of the most simple places to start which is how do you handle an incoming lead so let's call this system handling an incoming lead the department you would probably put that under maybe sales or marketing BDM yep bbm roughly how long does it take assuming that microphone is on how long would it take to then qualify a lead so once you know a leads coming in that's kind of what we're gonna do we're gonna have a look at how do we qualify a lead pretty cool so weak pretty quick yep and the actual process of once you actually get the lead into the software and what we're gonna do now that's a pretty quick process - isn't it it's like a couple of minutes or five minutes - yep yep the primary owner so who has this knowledge I mean obviously you but is there anyone else on the team as well that yep yep so you might into their name so the objective and I am putting words in his mouth because we've talked through it but but the team member would go through and fill this out so what are we actually going to have a look at now like if you give us a sentence or two to overview what we're about to record so this is how you follow up a lead that you met that you meet that perfect and do you have any existing documentation or systems that might be floating around for this so you have written a list of our products and services yes okay so that might be an attachment - yeah and also recognizing a an ideal target yeah custom client perfect and are there any particular logins or tools or what are we going to do most of this in most mostly we use HubSpot yes all right and I don't know that the top-level steps on what completed I'm assuming you get an email come in and that will appear in your inbox what what usually happens at that point like what happens after you get an email so usually the an email comes in or we'll send an email out and that information gets uploaded into HubSpot so all the information client company details about the company yes sighs what market they're in what industry they're in yeah and it gets all uploaded into our CRM yeah and then will will then make notes to the CRM you getting an email from them would trigger this process some sort of qualification of lead process and then it automatically gets sucked into Infusionsoft through Gmail or oh sorry HubSpot through Gmail or the email program and then so you'll know then to jump into HubSpot and then you would locate that lead or that company and then you would go through some sort of qualification process like is this someone even worth following up on yeah and then you might create a deal and assign it to someone so that's kind of like the overview of what it is that we want to do now so that would get written down on here I would then I'm gonna use ScreenFlow so I'm just gonna record this now just to make this as easy as possible for Harry let's we'll pre assume some steps so I would just start off by going hey it's Dave here and I've got Harry as well we are in the BDM department we are looking for how leads are qualified and then allocated through to a team member to create a deal and follow up so that that's what we're here to do I'll let Harry Drive I'll ask any questions as we go up until this point because they're probably a few steps that might have happened before this which we would go through the you would have an email that came in to your Gmail and you would go great this is a lead now we know HubSpot sucks all of that data in and then creates the company and the you know imports the contacts so you that would be your trigger to come into HubSpot and then what what happens next like what would you do so you're you clicked on companies yep you can either go by a company or the or the contact yep and then so we would locate the company yes so let's assume this is the company that emailed him yep yep and if you can do a a real live one as it's happening that's best but we're kind of recreating now that's okay yep so so this let's assume this was the company that had emailed yeah who who was your contact like who are you chatting with at this per so the detail that that's in the context below here so the email and also information about that person again is also is automatically sucked in as well so in this case it probably would be Sarah yeah we're talking to so we're now looking to figure out whether or not this is someone that's worth handling to a salesperson to properly follow up so what what happens next had how do you qualify or decide if this is a you know fits into your target market yeah so this is a sometimes perhaps I'll hit and miss but in in this in this case it's pretty good this gives you some information about the company and so what we're looking for is the industry and then it's we're looking for number of employees turnover so with your HubSpot pulls data in yeah yeah so it gives you quite a bit of information but then we would go and search on their website we would go to their LinkedIn if we didn't know them specifically ourselves we would go to somebody that we that we thought might know them and asked about them and us and find out what they what they do and whether or not that matches what we provide so what you might have a series of questions that you ask you want to know what industry are they in you want to know how many employees they've got you want to know are there any other things you like to obviously have a look at their website to get the vibe you know are they an established legitimate company are there any other things that would help you qualify this person yeah what what they what their products are what yet what industries specifically in the pharmaceutical they're supplying to yep and we might also look at what their footing is in terms of other exhibitions or other conferences that they may attend or exhibit out yeah as well and you know all of that in HubSpot as you go and then if you go yes this is a candidate this this is a good lead for us what happens next like in HubSpot do you so you know we'll all all information from then on goes through HubSpot so it either go you either enter it manually yes it into into it or if you email or or communicate via email yep all that's captured in HubSpot as well perfect you can actually even we don't really do this but you can actually make phone calls through through HubSpot so it captures phone calls phone calls but yeah basically what we're trying to do is develop a relationship finding out who the person specifically or people that specifically we need to be speaking with and we start a dialogue and sometimes it's a slow burn it might take so let's assume that this is a person you want to start a dialogue with and and they're a deal like what happens next like how do you do you create a deal or anything in here how does that look yes so you create a deal we are the do it directly edan have spot or we use if it's at the proposal stage we use another let's let's assume that you're doing it all in hub spot what okay so this is why you find the knowledgeable worker who does this particular task are there you go deals I reckon that's gonna be it yeah so let's create a new so what create a deal manually union hub spot okay and then you'd populate all of these yeah and then you'd assign that to an individual yes so we have a deal owner yep and so we all sign the person that's responsible the key console the information regarding yeah and then you would create the deal yeah so that's fantastic I'm gonna stop the recording because I feel like that covers what it needed to we gotta give Harry a round of applause we can ask them [Music]