CRM

We use Salesforce for our CRM.

We acquire customers in 2 ways:

• Inbound (driven through marketing)

  • Self service sign up on the product.
  • Request a demo on the website.

• Outbound (driven through sales)

  • Outbound email campaigns to buyers.

Here is the order of operations on Salesforce: Account created → Contact created within an account → Opportunity created within a contact → Add Products (once the deal is won)

We’ve edited Salesforce to match our business model. It is very important to follow this structure so we can pull reports.

Creating an Account

• An account is a company or organization. These are prospects, customers, and partners.
• Add the account name, type, industry, and number of employees.
• Here are the Account Types:
  • Cold Prospect
  • Free Trial User
  • Prospect
  • Customer

Creating a Contact

• Go to the Account.
• Go to related contacts and click on new contact.
• Add first name, last name, email, and title.

Creating an Opportunity

• Go to the contact. This should be your main point of contact.
• Go to Opportunities and click on New Opportunity.
• Fill in the Opportunity Name with this format: {NAME OF COMPANY} - {NAME OF TIER} - {MONTH & YEAR}
  • Example: Opportunity Name = Night Shift Development - Enterprise Tier - January 2022
• Fill in type:
  • New Business
  • Existing Business
• Fill in the Subscription:
  • Starter 1: For 1-99 employees, it's $149 per month.
  • Starter 2: For 100-499 employees, it's $499 per month.
  • Starter 3: For 500-999 employees, it's $999 per month.
  • Enterprise: Custom
• Discovery Completed
  • Check this box if you’ve had a demo call with the prospect.
• Close Date
  • Insert the predicted close date for the opportunity. If you win the deal, mark the close date for the date that the deal was won.
  • Be sure to add the expected close date for current opps that haven’t closed. This is very important to track pipeline.
  • When a deal is lost, mark as closed lost in Stage, and select a “Loss Reason” from the drop down menu.
• Stage
  • Select a stage from the drop down menu.
    • Qualification
    • Need Analysis
    • Proposal
    • Negotiation
    • Closed won
    • Closed lost
• Amount
  • Add the total amount for the deal (annual).
• Additional Information:
  • Add the sales notes or overall summary of the sales process to the description.
  • Add next steps to show what is the next step for each opportunity.

Adding Products

• Go to the Opportunity.
• Click on Add Product.
• Check the box for one of the following products, and then click select at the top:
  • Starter 1
  • Starter 2
  • Starter 3
  • Enterprise
• Each product will show its corresponding price and a description.
• Insert the quantity of products. The quantity represents time.