Skip to content

Sales Flows & Processes

Overview

Our sales process is designed to handle both outbound and inbound leads effectively, ensuring proper lead qualification, conversion, and relationship management through our integrated tool stack.

Outbound Sales Process

Phase 1: Lead Collection & Research

Lead Sources

  • Apollo: Find leads' emails and mobile numbers
  • LinkedIn: Identify potential prospects in target industries
  • Industry databases: Access to business directories and lists
  • Referrals: Existing client recommendations

Lead Data Collection

  • Company information
  • Decision maker contact details
  • Industry and business size
  • Pain points and challenges
  • Current solutions in use

Phase 2: Multi-Channel Outreach

Initial Contact Strategy

  1. Phone Calls (Primary method)
  2. Cold calling with personalized approach
  3. Follow-up calls for interested prospects

  4. Call scheduling for demos

  5. LinkedIn Outreach

  6. Connection requests with personalized messages
  7. Direct messaging with value propositions

  8. Content sharing and engagement

  9. WhatsApp Messages

  10. Quick follow-ups after calls
  11. Sharing relevant content and case studies

  12. Scheduling meetings and demos

  13. Email Campaigns

  14. Personalized email sequences
  15. Value proposition delivery
  16. Call-to-action for next steps

Phase 3: Social Media Monitoring

Facebook Group Engagement

  • Monitor target groups for solution-seeking posts
  • Engage publicly with helpful comments
  • Follow up privately with direct messages
  • Provide value before pitching solutions

Engagement Best Practices

  • Respond within 2-4 hours
  • Offer genuine help and advice
  • Build relationships before selling
  • Follow up consistently

Inbound Sales Process

Phase 1: Lead Capture

Website Conversion Points

  1. WhatsApp Integration
  2. Live chat widget
  3. Direct messaging from website

  4. Quick response to inquiries

  5. Demo Request Forms

  6. Contact form submissions
  7. Demo scheduling requests

  8. Information requests

  9. Contact Forms

  10. General inquiries
  11. Support requests
  12. Partnership opportunities

Phase 2: Lead Qualification

Qualification Criteria

  • Budget: Can they afford our solutions?
  • Authority: Are they the decision maker?
  • Need: Do they have a genuine problem we can solve?
  • Timeline: When do they need a solution?

Qualification Process

  1. Initial Response (Within 15 minutes)
  2. Discovery Call (Within 24 hours)
  3. Needs Assessment (During discovery call)
  4. Solution Mapping (Match needs to products)

Phase 3: Product Adoption

Shrinkit Installation Process

  1. Store Assessment
  2. Current platform review
  3. Integration requirements

  4. Customization needs

  5. Installation & Setup

  6. Technical implementation
  7. Configuration assistance

  8. Testing and validation

  9. Onboarding & Training

  10. User training sessions
  11. Best practices sharing
  12. Ongoing support

CRM Workflow Integration

Lead Lifecycle Management

Stage 1: Lead (Kommo CRM)

  • Entry Point: All leads enter Kommo CRM
  • Activities: Initial outreach, qualification calls
  • Status: New, Contacted, Qualified, Unqualified

Stage 2: Prospect (HubSpot CRM)

  • Transition: Move qualified leads to HubSpot
  • Activities: Proposal development, negotiation
  • Status: Proposal Sent, Negotiating, Won, Lost

Stage 3: Customer (HubSpot CRM)

  • Management: Ongoing relationship management
  • Activities: Upselling, cross-selling, support
  • Status: Active, At Risk, Churned

Tool Handoff Process

  1. Kommo → HubSpot Transition
  2. Trigger: Lead qualifies as prospect
  3. Action: Create HubSpot contact
  4. Data: Transfer all relevant information

  5. Follow-up: Schedule proposal meeting

  6. HubSpot → Customer Success

  7. Trigger: Deal closed
  8. Action: Onboard to customer success
  9. Data: Share customer requirements
  10. Follow-up: Implementation kickoff

Key Performance Indicators (KPIs)

Outbound Metrics

  • Response Rate: % of prospects who respond to outreach
  • Meeting Booked: % of prospects who schedule demos
  • Conversion Rate: % of meetings that become opportunities
  • Sales Cycle Length: Average time from first contact to close

Inbound Metrics

  • Website Conversion Rate: % of visitors who become leads
  • Lead Response Time: Time from lead capture to first contact
  • Qualification Rate: % of leads that become prospects
  • Time to Close: Average time from lead to customer

Best Practices & Tips

Communication Guidelines

  • Be personal: Research prospects before contacting
  • Provide value: Share relevant content and insights
  • Follow up consistently: Multiple touchpoints increase conversion
  • Listen actively: Understand needs before proposing solutions

Tool Usage Tips

  • Kommo: Log every interaction immediately
  • HubSpot: Update deal stages regularly
  • WhatsApp: Use for quick responses and relationship building
  • Email: Maintain professional tone and clear CTAs
  • Zoom: Prepare demos and presentations in advance

Success Factors

  • Consistency: Regular follow-up and engagement
  • Personalization: Tailored approach for each prospect
  • Value-first: Help prospects before selling to them
  • Documentation: Keep detailed records of all interactions
  • Team collaboration: Share insights and best practices
🤖 Ask Appgain Biz Dev