You'll be surprised how much this helps speed up the sales cycle. Think from the perspective that there are always improvements that can be made. Ask yourself and your subordinates: How can you spend less time signing contracts? Which clients could decide to buy faster? What are the signs that a long-term deal will still remain unclosed?
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Automation to speed up the sales cycle
For clarity, we can consider a company called, for example, "Digital Media", working in the field of digital marketing. And let the head of the sales department there be a certain Vladislav. The transaction cycle here is quite long, the process itself largely depends on the wishes of the potential client.
And so Vladislav outlines tasks for managers:
reduce the duration of interaction with the client from submitting an application to signing the contract;
connect the automation system and thereby qualitatively improve the work on applications;
increase conversion rate.
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You can speed up the sales cycle by connecting the Flowlu system, which allows you to automate some of the processes. At the same time, you can successfully close more deals on your own, without involving software and technical specialists.
Step one: set up your funnel.
Think through the stages of the funnel and write them out on a deal board.
Step two: connect your email.
Flowlu provides two-way synchronization with the recipient, i.e. the system displays all received and sent correspondence. This allows you to quickly process incoming requests, and therefore speed up the sales cycle. Flowlu automatically adds each new contact, creates a card for them and creates a deal. To prevent the program from considering any mailings and other junk as potential clients, Vladislav created a separate folder for such letters. And only for "Incoming" and "Sent" he set up synchronization with Flowlu.
Step three: think through the stages of work on the deal and create a chain of automatic actions for each stage.
To process each order, Vladislav prescribed mandatory step-by-step actions for managers. And then in Flowlu transactions, he set up the corresponding chain of operations. These are:
Automatic response to requests received by email . As soon as Flowlu creates a deal, the client immediately receives an email from the company and understands that their request is already being worked on.
Automatic mode for setting tasks with step-by-step actions and deadlines for their completion for managers . A very important point. Vladislav left access to managing task setting only for himself, so that managers could not delete them or shift deadlines. Performers can enter the "Tasks" tab only as "Employees", without the ability to make any changes there.
Formation of tasks taking into account the initial conditions . For example, in "Digital Media" to create a non-standard CP, the participation of narrow specialists is required: programmers or designers. Without them, the manager will not determine the volume of upcoming work, its content (taking into account the customer's requirements) and the price. Therefore, Vladislav set up a special field "Type of CP" (in the form of a drop-down list) and inserted the item "Non-standard CP" there. For all other tasks, the necessary settings are also made.
For example, for simple tasks like a call, a reminder, an extension, Vladislav programmed the automatic action "Event". The person responsible is not specified there, only the organizer. Managers only have to clearly perform the tasks specified in the plan. The absence of routine manual operations significantly speeds up the sales cycle. In fact, employees have a personal assistant at their disposal, monitoring and prompting them for every action. Managers will call on time, send a commercial proposal, will know how to respond to objections and what to offer as an alternative, if necessary.
Appointing a transaction observer . This is necessary for new employees who have not yet adapted to all processes. Observers are experienced employees: they fully monitor the transaction, answer questions, and provide assistance.
Ensure that the deal does not hang . Vladislav noted that the standard deadline for the deal (2 weeks) is often extended to a month. As a result, the company loses income. In order to ensure that the deal does not remain in the "Negotiations" status for longer than seven days, Vladislav set up notifications from the system for such cases in order to promptly take the necessary measures.
Remind about payment deadlines . In the program, this action is recorded as "Issue and send an invoice to the client" at the "Negotiations" stage. The client is given five days to make the payment, and if the money is not received from him, then sending a reminder letter (and an offer to get in touch if there are any questions) occurs automatically.