In this video, examine the entire sales process and the steps companies go through to turn prospects into customers. The video also shows how this process is linked to the pipeline.
- [Instructor] Most of the work we'll be doing…in this course is going to be to analyze the pipeline…of opportunities and to do so we need to take a moment…to discuss the sales cycle.…So, what's the sales cycle?…The sales cycle is the process through which your company…goes to sell its products to another company.…From getting in contact for the first time with that company…to determining if there is a need for your product,…to presenting your offer, to being shortlisted…and to winning or losing the deal.…
Sales cycles are shorter or longer depending on the market…you're in.…They involve different steps and stakeholders…depending on your approach and your products.…Each company has it's very unique sales cycle.…Even two companies in the same field…can have very different sales cycles…just because they're organized differently.…But there are some commonalities that all sales cycle share.…All companies will have a set of actions to identify…sales leads, such as cold calling, marketing activities,…customer referrals, meeting them at trade shows…
- How the pipeline materializes in Salesforce
- Examining a high-level overview of the sales cycle
- Examining qualitative and quantitative measures
- Acquiring and preparing your data
- Creating your report in Salesforce
- Working with qualitative and quantitative reports
- Conducting effective pipeline reviews
- Collaborating with the sales team
Skill Level Intermediate
1. The Sales Cycle and Salesforce Pipeline
2. Acquiring and Preparing Your Data
3. Qualitative Reports
4. Quantitative Reports
5. Conducting Effective Pipeline Reviews
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