ClientSpace Best PracticesSales Workflow

Sales Is The Heart Of Business

The purpose of a business is to create a customer.-Peter Drucker

Timid salesmen have skinny kids.-Zig Ziglar

AgendaDefining the Sales Process

Lead Generation

Lead Nurturing

Closing the Deal

New Client Implementation

Questions

Common Terminology

• Lead: a sales target that has not yet indicated any reasonable expectation of buying• Prospect: a sales target that has indicated potential

intent to buy or is actively considering a purchase• Client: a company that has committed to purchase• Implementation: the unique set of business

processes required to bring on a new client

Sales Activity Stages• Lead Generation: identifying and collecting

new sales targets

• Lead Nurturing: engaging with sales targets to determine fit for product or service

• Closing the Deal: data collection, quoting / proposal, approving, ending in client commitment

• New Client Implementation: activities required to deliver the product or begin servicing to a new client

Lead Generation• Purchased Leads• Importing and Assigning Lead

Lists

• Telesales Dashboard• Marketing Campaigns• Building Campaign Targets• Email Marketing• Follow up Activities• Measuring Results

Lead Nurturing• Activity Management• Follow ups, Appointments, Tasks• Outlook Add In (Contacts & Email)• Org and Contact Other Info

• Dashboards and Reports• Lead/Prospect Security• Org & Contact Search• Activity Search• Izenda Reports & Dashboards

ClientSpace Mobile• Mobile Contact Management• Mobile Izenda Reports and

Dashboards• Drill into orgs, contacts, and

activities (followups)

• Microsoft Surface• ClientSpaceNEXT

Closing the Deal• Workspace Templates• Sales Workflow

• Template Tasks• Rules

• Excel Proposal Merge• New Pricing Console • Benefits Pricing• Broker Portal • Commissions Tracking

New Client Implementation• Implementation Workflow• CSA and Exhibits • New Employee Packets • Carrier / Broker Interface• Importance of the Client Team• Renewal Pricing