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. How to Categorize Leads, and Why It's So Important
    7. Contacts Management: How to Manage Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
    10. How to Develop the Right Sales Process to Close your Deals
  2. 2Organizing Your Daily Activities
    1. How to Build a Sales Process
    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 a Sales 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
    10. How to effectively prospect and qualify leads on LinkedIn
  3. 3How to Win at Cold Prospecting
    1. How to Organize your Cold Prospecting
    2. When and How to Use Propsect 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 Sales 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 Successfully Manage a Sales Team
    2. How to Implement an Activity-Based Selling
    3. Analyzing Sales Activity by Category or by Salesperson
    4. Sales Performance Analysis: Get Total Insights
    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 Activity Every Morning Thanks to the Daily Sales Activity Report via Email
    9. Exporting your Data for Reporting or Marketing Purposes
    10. Activity Based Selling: The Best Technique To Reach Your Business Goals
  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
    2. All there is to know about SPIN Selling

Multiple Pipeline Management

Every company has its way of working and its way of organizing leads. And, if your company sells different types of products or services, there's even a difference in the sales process for each product or service.

For better lead management, you need to have a pipeline for each type of product or service that you sell so that you can easily overview where you're at for each of them.

As a Sales Manager, it's essential to know where your salespeople are at for each type of product or service and that's why you need to be able to create multiple pipelines inside your lead management software.

Inside noCRM, it's possible to create multiple pipelines if you subscribe to the Expert or Dream Team Edition package.

N.B.: The goal is not to have plenty of pipelines. Create multiple pipelines only if there's a big difference in the sales process between one product/service and the other!

Example of a tech company

If we take the example of a tech company, typically 2 situations can happen: you can sell a simple a packaged software or a lot of consultancy on a large system for a big company.

In the first situation, deals can close in weeks without even meeting the client whereas in the second situation, leads can take several months to close and require several meetings.

Thus, you would have 2 different pipelines:

Simple package: To Qualify > Contacted > Demo > Proposal > Closing

Large system: To Qualify > Contacted > Meeting I > Meeting II > Meeting III > Quotation > Negotiation > Closing

multiple pipelines Read also: Create & manage multiple pipelines inside

Next read: Make your Most Important Leads Stand Out