Sales pipeline and CRM design

With your team I build the path that turns a lead into a sale: who owns it, when it gets a reply, what is asked, and what is recorded.

Who this is for

Leads arrive and you do not know what happens to most of them.
The sales team quotes the price and waits.
There is a CRM and nobody trusts its data.
Your database holds old leads nobody followed up.

What it covers

Stage definitions
Clear statuses for a lead from first contact to sale or loss.
Lead ownership and response time
Who owns the lead and when it moves on, with a written response-time standard.
The discovery conversation
The questions a salesperson asks before the price, and how the answers are recorded.
Reactivating neglected leads
Reviewing the database and re-contacting those who were dropped, with a fitting offer.
Reporting
A report that ties spend to what was registered and what was actually collected.

What you receive and when

A written procedure, a field and stage structure for the CRM, a discovery questionnaire, and working sessions with the team. The time depends on team size and the system in use.

What I need from you

Read access to the CRM or whatever you use, and some hours from the sales manager and the team.

From my record in this kind of work

12
People I manage directly at CoderZ, where I report to the CEO and took part, with colleagues and management, in building the CRM frameworks, follow-up standards and the Discovery system.
CRM
At CoderZ I went deep into the CRM database, and neglected leads were converted into customers, some for development, solutions and consulting services rather than training alone.

The figures are from my campaign records and have not been audited by a third party. One company's results do not guarantee the same for another.

Common questions

What result should I expect?

I do not promise a number. The Discovery system at CoderZ has no measured result yet, so I do not claim one. What the work aims for is that the fate of every lead is recorded and known.

We have no CRM.

We start with the simplest tool that works, even a spreadsheet, and move to a system once the procedure settles.