How ActiveCampaign makes use of our CRM and automations to shut extra offers

For any B2B business, sales are inherently relationship-based. Every customer should feel special and feel that the people they interact with understand who they are, what they are trying to achieve, and how your company is helping them achieve their goals. At ActiveCampaign we pride ourselves on our deep understanding of every potential customer who comes through our doors, or rather our website.

Until now, we shared how We have used our platform from the start to grow into the business we are today. As we’ve grown, not only have we been able to maintain a steady stream of leads every month, but also a steady flow of qualified leads every month. And we owe at least part of our success to our own platform and the level of organization that enables our sales teams. We believe what you put in a platform is what you get out of. Therefore, we are always looking for ways to improve lead generation and qualification by always iterating everything.

We practice what we preachWith sales organizations of all sizes, it is important to have a clear and precise communication structure in order for business to move forward. When you feel like you don’t have time to email a manager, update deal notes, or move a deal forward at every stage of a pipeline, it’s time to think about how Sales automation Tools can help.

We promote our own automation tools and functions because we know they work. Every day, our sales development team quickly and efficiently informs their managers or other representatives so they can all stay up to date, save time and focus on real conversations with real people.

Let’s start from the beginning. A lead can be added to ActiveCampaign CRM in a number of ways. You can either start a free trial or submit a form on the website asking for pricing information or a demo of the platform.

When the prospect starts a trial, they’ll be put into an automation that our Revenue Operations team set up to correctly route the lead to the right team. As the prospect sets up their test account and begins interacting with different areas of the platform, they will receive a series of emails and different content to demonstrate the value of ActiveCampaign. It is important to engage and inform potential customers during the test phase, which we cover in our in-depth new article.

If someone is interested Find out more about our prices, or want to Book a demo of our product, let’s make sure you’re connected to a real person quickly. Depending on the submitted form, a lead will be created in our CRM and forwarded to the right team. Our goal is to keep track of where the prospect is so we can provide the best service and make sure our team has as much important information as possible from the start. It also helps that we speak 26 languages ​​at ActiveCampaign so that each person can chat with someone in their native language. We have sales people in several countries, from the US to Brazil, all over Europe to Australia, all of whom can help our customers find the right plan.

We split our sales team into a few groups to stay organized and cover every stage of the sales cycle. Our business development team will help qualify the leads received through the above methods. They qualify either inbound or outbound leads, and even start extension conversations to help existing customers grow. You will be responsible for the initial conversations, discovery and moving the lead along the initial stages of the pipelines in CRM. From there, an account executive takes over and adapts each conversation to the customer, covers all relevant functions and answers any questions the lead might have. It is so important that the communication between these groups is clear and methodical, otherwise important details could be lost in the translation, resulting in a bad experience for the client.

How does the magic come about? (And how does it stay that way?)

One way the sales reps can keep in touch and ensure solid communication is through business notes. Using business notes, a rep can add a summary of who the customer is and what they are looking for and add more details than simply adding tags or entering data in the fields (which is still very important, of course). Tags are also used in CRM to add context to each prospect. Tags can be applied automatically and reflect different products they are interested in, what segment they belong to, and more.

Another creative way our sales reps update deals and keep each other informed is through lead scoring. Lead scoring is an automated way to qualify leads while interacting with different areas of ActiveCampaign. Whether you’re dealing with an email, having a meeting with a representative, or downloading content, we’ll add (or subtract) a numeric value to your deal so our teams know who is or has to be a hot lead be heated. Sales reps can also automatically trigger email notifications and assign tasks based on changes in lead scoring so they can personally track the deals most likely to close.

For our customers who have our Professional or Enterprise plan, Probability of winning lets you know where to spend your time and energy by assigning a percentage of the likelihood that a particular deal will be closed. As with lead scoring, the probability of winning rates can be adjusted automatically depending on customer action or inactivity. It can also send an automated email to another sales rep when a score goes up or down. Both functions are great for alerting managers or team leaders so they can step in and offer support to a representative or keep track of when a business is doing well.

Speaking of managers: It is very important to us that our salespeople give their best and feel supported during the sales process. In CRM, managers can filter a pipeline by users in order to track the progress of a particular employee towards a quota, analyze a particular deal, or talk about opportunities for improvement. The Task Results report provides managers with an overview of the various tasks during the sales cycleinstead of looking at every customer interaction note. The types of tasks that can be reported on include phone calls, emails, meeting-to-meeting, or even text messages. You can quickly scan history and see which activities are most important to your team. Managers can also break down a particular employee’s results to provide clear, actionable feedback to improve or discuss profits.

The proof lies in the success stories of our customers

ActiveCampaign customer Smart is paid talked to us a little bit about their success when using CRM and sales automation within the platform. Leah Neaderthal started her business in 2010 and aims to teach other business owners how to sell their work and get what is theirs. With great content and courses, Leah has expanded her customer list and developed a unique sales approach that feels natural and conversational – similar to how we like to sell ActiveCampaign!

“I started by developing a sales methodology that really worked and made me feel really comfortable … Now I’m teaching other women to use the same methodology in their business to attract their B2B consulting and coaching clients. Because I believe that nobody has to fight to win customers for their business. ”

By leveraging ActiveCampaign’s CRM and sales automation capabilities, Smart Gets Paid has seen incredible growth. Since launching ActiveCampaign, Leah spends 50% less time on administrative tasks, which is great so she can focus on what matters most 2.782% more new leads she has in her pipeline.

Lea said it best:

“One of the things I tell people is that everyone needs CRM, but it goes beyond just CRM. It really comes down to asking yourself what kind of business you would like to be in the future rather than the business you are now. If you want to be the kind of big scale company, if you want to help as many people who need your help, and have the same impact and visibility as some of the people you admire, you need a tool that can take you there, and that’s why I chose ActiveCampaign. “

Would you like to see for yourself how effective our sales automation tools are?