Activity based Sales Process
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This document outlines an 8-step activity based sales process that marketing uses to turn website visitors and downloads into qualified sales leads. The process includes enriching and scoring leads, passing accepted leads to sales, providing sales with tools and intelligence for persistent outreach, facilitating connections between sales and prospects, matching the sales process to the CRM system, coaching sales on effective selling techniques, handing over customers to customer lifecycle management after sale, and funneling remaining prospects back through nurturing campaigns.
Activity based Sales Process
- 1. © 2015 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 1 Activity based Sales Process Marketing Automation Install Base; Trialist, Website Visitors; WP Downladers etc 1 Enrich; Clean & Score Leads De-dupe; Merge & Score Leads (Lead Score = Firmographics + Activity on our website) 2 Sales Accepted Leads Predefined Process for SAL; Campaign & Lead Prioritization 3 RPC Sales Intelligence tools Defined Persistence Level & Sales Cadence per campaign 4 Making Connect Email Tracking & Scoring; Easy Appointment Setting Tracking Quotes 5 Matching Sales Process & Sfdc Map Buyers Journey Activity Based Model Modified Sales stages 6 Art of Selling Sales Coaching Using Sales tools Talent Acquisition Product Pitches 7 Handover to CLM Deployment & Active Use support for customers 8 Funnel out nurture bucket for future sales