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Pipeline de ventas y configuración predeterminada de oportunidades

Introducción

Los valores predeterminados de etapas de ventas determinan cómo se comporta Infusionsoft cuando se crea una oportunidad automáticamente. Una etapa activa es aquella en la que un representante de ventas está comprometido con la perspectiva y desea proteger el "liderazgo" para esa persona de ventas. La definición de etapas de ventas activas le permite evitar que se cree una oportunidad duplicada y que se le asigne otro representante de ventas.

Instrucciones paso a paso

1 - Ir a CRM> Configuración en el menú de navegación principal
2 - Haga clic en Valores predeterminados de oportunidad en el menú Configuración.

3 - Etapas de ventas activas

 - Etapas de ventas activas: Mantenga pulsada la tecla Ctrl y haga clic en los nombres de las etapas de ventas activas. Las etapas activas se utilizan como criterios para crear automáticamente una nueva oportunidad. Esta configuración evitará que se cree y se asigne un duplicado del registro de oportunidad activa a un representante de ventas diferente.

 - Default Stage: Esta etapa aparecerá en el campo "Put In Stage" por defecto, sin embargo, puede cambiar esto al configurar su campaña de canalización de ventas automatizada.

4 - Etapas de ganar y perder
El seguimiento de las razones  de por que sus leads terminan o no comprando le ayudará a perfeccionar sus ventas y estrategia de marketing. Le permitirá abordar pro-activamente objeciones comunes (razones de pérdida) y reforzar sus puntos fuertes (razones de ganar) a lo largo del proceso de consolidación y conversión de plomo. También puede ayudarle a recopilar información que puede llevar a cambios en el producto y / o servicio que harán que su empresa sea más atractiva que su competencia. Los datos de ganancia / pérdida se almacenan en registros de oportunidad individuales y se pueden usar en búsquedas de oportunidades (CRM> Oportunidades).

Seleccione su "Win Stage" en el menú desplegable e ingrese una lista de razones  conocidas que le permitan ganar mas ventas (puede agregar más adelante.)

(Opcional) Seleccione Sí para anotar las razones clave para que una persona de ventas complete el proceso y lo traslade al escenario Ganado. Cuando un representante de ventas mueve una oportunidad a esta etapa, las razones que permitieron ganar la venta aparecerán en el registro de oportunidades. Si necesita una razón para ganar, el representante de ventas no podrá guardar la oportunidad hasta que seleccione una razón de la lista.

Seleccione la Etapa de pérdida en el menú desplegable e ingrese una lista de Razones de porque surgió esto. Seleccione Sí para solicitar un motivo de pérdida al mover la oportunidad a esta etapa.

5 - Visualización de oportunidades
Puede configurar reglas de uso compartido que mejoren la capacidad del usuario para ver registros de contactos y registros de oportunidades. El usuario que "posee" el registro de contacto puede ser diferente al representante de ventas asignado a una oportunidad. Estas reglas determinan cómo se comparten esos registros. Están configurados en Sí de forma predeterminada, pero puede cambiar estos valores predeterminados.

 - Asignar a grupo: controla la lista de usuarios que aparece cuando se crea una nueva oportunidad. En la mayoría de los casos, este debe ser el grupo de representantes de ventas.

 - Compartir contacto cuando se comparte: Esta opción permite a un usuario ver un registro de contacto que no "posee" cuando se comparte una oportunidad para esa persona.

 - Compartir contacto cuando se asigne: Esta opción habilita automáticamente la capacidad del usuario para ver un registro de contacto que no son "propios" cuando se asigna una oportunidad para esa persona al usuario.

 - Descompartir contacto cuando no se comparte: este ajuste deshabilita automáticamente la capacidad de un usuario para ver un registro de contacto cuando ya no puede ver ningún registro de oportunidad para esa persona (el registro de oportunidad no está compartido).

 - Descompartir contacto cuando no se ha asignado: Esta configuración deshabilita automáticamente la capacidad de un usuario para ver un registro de contacto cuando ya no se asignan a ningún registro de oportunidades para esa persona (el registro de oportunidad se reasigna).

 - Oportunidad de sincronización y propietarios de contactos: Esta configuración cambia automáticamente el propietario del registro de contactos cuando se crea un nuevo registro de oportunidad. El representante de ventas que está asignado a la oportunidad se convertirá en el propietario del registro de contacto también.

 - Sync Owner of Closed Leads: Este ajuste funciona junto con la configuración de la oportunidad de sincronización y los propietarios de contactos. Además de reasignar el registro de contacto al representante de ventas, también reasignará todos los terminales antiguos y cerrados a ese usuario.

6 - Compra ahora
Existen varias configuraciones predeterminadas de vínculo de compra ahora que puede configurar para optimizar los procesos de pedido y para activar la automatización.

 - Comprar ahora Default Expire Days. El número de días que ingresa aquí será el predeterminado para cada vínculo de compra, pero el representante de ventas puede cambiar esto desde la pestaña Interés de productos / suscripción en un registro de oportunidad.

 - Seleccione una Compra ahora Carro de la compra Skin. Esto define el aspecto y la sensación de las perspectivas del carro de la compra ver cuando compran con un acoplamiento de la compra ahora.

 - (Opcional) Comprar ahora Win Reason. Esta razón se asignará automáticamente a un registro de oportunidad cuando una perspectiva compra.

El vínculo comprar ahora es un disparador. Haga clic en el botón Acciones para automatizar algo cuando suceda esto.

 - Haga clic en Comprar: puede utilizar estas acciones para aplicar una etiqueta (por ejemplo, Comprar ahora clic) y enviar un correo electrónico para notificar a un representante de ventas que se ha hecho clic en el vínculo Comprar ahora.

 - Comprado a través de Comprar ahora: puede utilizar estas acciones para aplicar una etiqueta (por ejemplo, Comprar ahora) y enviar un correo electrónico para notificar al representante de ventas que compró el cliente. Incluso puede activar una secuencia de seguimiento específica para las personas que han hecho clic en el vínculo Comprar ahora.

7 - Clic en Guardar

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