The sales academy The Academy

Becoming a better saleperson

Table of contents

  1. 1Organizing your sales activity
    1. Our philosophy
    2. Prospects vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. The Importance of Categorizing Your Leads
    7. Managing Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
  2. 2Organizing Your Daily Activities
    1. Build the Perfect Setup for your Sales Team.
    2. Every Morning, Know Exactly What Leads You Need to Work On
    3. Follow Up the History of Your Exchanges & Bcc Email Conversations
    4. Set Reminders and Synchronize Your Account with Your Calendar
    5. Sort Activities for a Better Understanding of Your Leads
    6. Extended, Compact & Pipeline Mode
    7. Create Several Pipelines to Analyse Different Sales Processes
    8. Make your Most Important Leads Stand Out
    9. Find Leads by Using Filters
  3. 3How to Win at Cold Prospecting
    1. How to Organize your Cold Prospecting
    2. When and How to Use Prospecting Lists
    3. Only Turn a Row into a Lead Once the Contact is Qualified
    4. The Importance of Using Column Names
    5. Magic Columns
  4. 4Working on the Go
    1. Mobile App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. 5Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. 6Follow up your Business Activity - Understanding How it Works and Collaborating
    1. How to Manage Your Sales Team Efficiently?
    2. How to Implement an Activity-Based Sales Strategy?
    3. Analyze your Activity by Category or by Salesperson
    4. Analyze your business and sales team performance
    5. Find the Leads That Have Been Pending for too Long
    6. ROI of Specific Actions, or of a Specific Month Activity
    7. Using the Activity Feed to Manage your Team
    8. Follow the Sales Activity Every Morning Thanks to the Daily Activity E-mail
    9. Exporting your Data for Reporting or Marketing Purposes
  7. 7Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. 8Connect to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events
    3. How to connect noCRM to your own Information System
  9. 9Rolling out noCRM in your company
    1. Framework for a successful rollout
    2. Guide to a successful onboarding of your team
  10. 10Additional Sales Resources
    1. The Sales Expert Directory

The Importance of Categorizing Your Leads

If you’re a sales rep, you know that keeping your leads organized is not only key to organizing your sales activities, but also to understand your business and clients. It’s essential for your sales process that you keep track of what you’re selling and to whom you’re selling. If you don’t do that on a daily basis, you’ll have to spend half a day or even an entire day doing it afterward when you need to produce a report.

With noCRM this becomes another easy task. Admins need to predefine Categories and Tags, then users only need to select from the appropriate ones when managing a lead. Easy!

How to categorize leads

For example: If your company sells Product A and Product B in NYC, Washington DC, Miami, and Orlando, you need to have two lead categories: Products and Cities. Inside those lead categories, you will have as tags, the name of the products, and the different cities. The importance of using tags is to enable you to easily filter your leads and access specific statistics. If one day you only work on Product A, you only need to click once to activate that filter. If you wish to analyze the performance between different products you're selling, you only need to go to the Statistics section of your account and filter them by category of product.

When you create a category, you can specify if you want it to be mandatory or not. Thus, when you create a new lead manually salespeople will have to select at least one of the tags of those mandatory categories. This sort of mechanism is very useful for a category such as "Origin", which should always be set for every lead if you want to know where your leads are coming from.

Basically, you don't want to be adding this information to hundreds of closing leads later in your process – get it set up straight away!

Next read: Managing Multiple Contacts in the Same Company