Workshop with the sales team
We listen to the team and to whoever leads it: what a typical deal looks like, who really decides on the customer side, at which point files stop moving and why.
Service · Digital marketing
Sales funnel and CRM
In a good many companies the sales funnel exists only in the head of the best salesperson and in a spreadsheet that looks different every week. We rebuild it inside a CRM so that each enquiry carries an owner and a deadline, and so that on Monday morning the sales manager can see how many quotations are stalling and at which stage. Example: a joinery manufacturer selling to tradespeople on quotation, whose enquiries arrive by web form, by phone written up as an internal note, and by email straight to one person. Along the way we tidy up marketing consent, because a contact list with no proof of consent is a liability rather than an asset.
Online
workshops and handover over video
Five to seven stages
each with a checkable condition
Every enquiry
an owner and a deadline
Consent
date and exact wording kept
Where this service reaches
The stages have to match the way your customers buy, not a template out of a handbook. Otherwise salespeople shuffle cards around to keep the dashboard happy.
Stages and conditions
Each stage gets a condition you can observe, for instance a priced quotation sent, rather than the customer is thinking about it.
Sources of enquiries
Website forms, the shared sales mailbox, enquiries from professional social networks, messages from marketplaces: everything lands in the CRM with its source and originating campaign attached.
Allocation and deadlines
Rules for who receives which enquiry, an automatic task with a first-response deadline, an alert when a deal has been asleep too long.
Consent and GDPR
Separate fields for the newsletter, text messages and sales approaches, the date and the exact wording accepted kept on file, withdrawal handled, and a retention period for enquiries that never turned into customers.
Dashboards
Movement from one stage to the next, average length of a cycle, value sitting in the funnel at quarter end, workload spread across the team.
The way an engagement runs
The implementation timetable is fixed at the start. The team is taken through the tool over video, in small groups.
01
Workshop
Two or three online sessions with the sales team. We come out with a map of the process and a list of the fields that genuinely earn their place.
02
Configuration
Stages, fields, permissions, connection to the website and the sales mailbox, import of the existing list once duplicates have been removed.
03
Handover
On real deals, before the switch. A tool nobody can operate sits empty from the first week onwards.
04
Tuning after a month
We look at what the team does not use and what it works around, and simplify the configuration accordingly.
The more compulsory fields there are, the less truth sits in the CRM. A salesperson forced to fill fifteen boxes in order to log a call ends up typing full stops and the words to be completed. Three fields filled in seriously are worth more than fifteen filled in for the sake of peace.
Questions and answers
It depends on the process. Some tools suit a small sales team, others tie marketing and selling more closely together, others again add tasks, an intranet and internal messaging alongside the CRM. Publishers move their prices and plan contents often, so we compare them on current terms and base the choice on the way you actually sell.
Send them neither a newsletter nor text messages: electronic prospecting assumes prior consent as a rule. We help split the list into three: contacts with proof, existing customers, and the rest. We also prepare the technical side of a campaign to collect consent again. The legal reading belongs to your lawyer or your data protection officer.
By first finding out exactly what irritates them. It is nearly always the same thing: useless fields, one figure typed twice, or nothing received in exchange for the effort. Instructions achieve little; simplification and automatic reminders achieve a great deal.
Not necessarily. A company sometimes pays already for a CRM it uses a fraction of. Rebuilding the stages and the connections inside the existing tool is often enough, and replacing it becomes a serious question only on the day it truly holds selling back.
Yes. The account is opened in your company name, with the publisher, and exports stay in your hands at any moment. If you decide one day to carry on without us, nothing holds you: we document the setup so that somebody else can pick it up.
Put the sales funnel in order
Describe how you sell today and how large the sales team is. We will build stages modelled on your real process, not on a template.
When we are around
Weekdays, 8:00 to 18:00 CET; answers land inside one working day
Weekdays, 8:00 to 18:00 CET; answers land inside one working day
Talking it through
A call on Teams or Google Meet, whenever writing is not enough
A call on Teams or Google Meet, whenever writing is not enough
Message received
An answer follows inside one working day. Report an outage that is stopping people working and it moves ahead of everything else.
- Anything unclear gets asked. Where a figure needs detail we do not have, expect an e-mail or an offer of a short call on Teams or Google Meet.
- A proposal follows. What is covered, the figure in euros excluding VAT, and a start date that will hold. Nothing hides beneath an asterisk.
- Then it is your call. The proposal sits in your inbox for as long as you need. Query any line of it, and decide once you are satisfied.