How to set up your pre-sales process with Bitrix24 and increase your conversions

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If you have not been able to efficiently track sales metrics and feel that your sales process is not yet modern, it is a sign that your pre-sales process is not very well structured and that your team needs the support of integrated tools.

With Bitrix24 you can overcome all these challenges, establish an automated cadence flow and watch your sales increase! Learn in this post how to set up your pre-sales process with this solution.

How to optimize your pre-sales process
A well-structured pre-sales process generates a significant increase in the number of completed sales. It is very important, however, to use integrated tools that allow for the automation of activities , as the volume of leads may be too high for your pre-sales team to perform with quality.

However, you need to do more to optimize your process. Check it out!

Read also: How to speed up complex sales process with Bitrix24.CRM

Train your pre-sales
Your team needs to be aware of everything you offer. View these employees as internal customers who need to understand all the benefits of your solution before promoting it to their leads.

Suggestions of what to have in your training:

Presentation of the market and your ICP: make clear what your company does, what your market is like and what your Ideal Customer Profile is.|

Practical training : promote constant practice so that your team can understand your product and your customer. Theoretical knowledge alone is not enough.
SPIN Selling Methodology: This is a methodology to guide the raising of questions about the situation, problem, implication and need of the lead. In this way, the team engages the potential customer with more motivation and arouses greater interest in learning about your product.
GCPT Methodology: This methodology helps pre-sales understand the client's objectives, their planning, challenges faced and the deadline for implementing the solution. The main idea is to understand the purchasing process and the reasons that lead your lead to seek your services.
Create a simple lead funnel and gradually improve your processes
You need a simple and efficient lead funnel to make your pre-sales work easier. As the work progresses, your team will also notice new needs and demands and the process can be gradually improved.

A basic funnel, however, should contain cards to receive new leads, establish a cadence honduras telemarketing data flow to continue nurturing them, and automations to move them through the funnel .

We suggest the following model:

Entry/New leads: for entering new leads via emails, forms or any other channel.
E-mail: for initial contact with new leads.
WhatsApp: to send messages to those who engaged after email.
Call: to contact potential customers by telephone.
Break Off: farewell phase, to send a message explaining that attempts to contact you were unsuccessful, and making yourself available to get back to you. It is interesting to explore the persona's pain points and the benefits of your product or service.
Contacted: Leads that responded to contact attempts.
Qualification: leads that can be qualified based on the information collected in filter 01 and filter 02, which will help your team better understand your lead and their pain points. After this confirmation, the lead can be moved to Converted Lead, being sent to the business team.
Also read: 3 Cadence Flow Optimizations That Will Increase Your Sales

It is also worth remembering that leads that do not return after the Break Off are discarded, but can be part of other marketing campaigns for a new attempt at engagement.

Pre-filter tips to understand the lead profile
As soon as a new lead enters the CRM software , it is necessary to start a qualification — which can be completed in the Qualification phase — to understand who this potential customer is.

You then need to open the Inbound/New Leads phase to check two fundamental pre-filters: basic communication items — phone and email — and identification items — first and last name. Without this information, you should discard the lead.

Information from filters 01 and 02 can be collected online and/or during contact with your lead.

Filter 01: What type of market do you serve? What is the range of employees your company has? What is the approximate number of employees your company has?
Filter 02: What types of systems do you use in your company? Is your system integrated with other areas? Does not having integration with other software have any impact on your process?
Other questions relevant to your process can be added, and the more fields in list format you use, the better for generating reports, automating, applying filters and indicators. One tip is to collect this information in a way that the lead feels comfortable providing it .

See how to create an automation in Bitrix24
A major difference in Bitrix24 is the possibility of automating operations to create an efficient cadence flow , that is, for you to set up steps and processes for your pre-salespeople to connect with leads constantly, after all, 80% of sales are closed after 8 follow-ups.