Managing leads effectively involves a combination of organization, communication, and prioritization. Swivel has a three-prong approach to help you close more sales.
Step 1: Define your Lead to Client journey
Step 2: Segment Leads
Step 3: Track & Analyze
Swivel's Pipelines and Opportunities support this approach and, when utilized, can help increase lead response time, increase closed deals, and reduce deal closure time.
Swivel Pipelines and Sales Stages
Step 1: Define your lead to client journey with Swivel Pipelines and Sales Stages.
A sales pipeline represents how a prospect moves through every stage of your sales process.
Additional benefits include:
It provides clarity on the status of prospects
Helps you prioritize your efforts
Ensures no deals fall through the cracks
Allows for revenue forecasting
Highlights bottlenecks in the sales process
Every sales pipeline is comprised of a series of sales stages. A sales stage represents each step a prospect takes towards becoming a client.
Typical sales stages of a sales pipeline include:
Lead Generation
Lead Qualification
Initial Contact
Needs Assessment
Proposal
Negotiation
Closing
đ Tip: Swivel includes a default Sales Pipeline complete with six sales stages. To manage and edit this pipeline and/or the sales stages, navigate to Settings > click Data Setup > select Pipelines. For more information, please visit How do I create and customize my Sales Pipeline?
Opportunities
Step 2: Segment leads by using Opportunities
An opportunity represents the prospect(s) (and clients) with potential new business or purchase decisions. In other words, Opportunities represent a sale in progress. As an opportunity moves from sales stage to sales, the likelihood of closing the sale or a prospect becoming a client also increases.
Segment Leads using Opportunities
Not every lead will become a client. The leads that have the most potential or opportunity are where you will want to invest your time and resources. Swivel allows you to promote leads to an Opportunity so you have a clear overview of where each lead stands in the sales process.
Swivel allows you to create Opportunities in each of the following areas:
Promote a Lead to an Opportunity by clicking the Trophy button next to the Contact's name.
Create an Opportunity on the Contact's page by clicking the +New Opportunity button.
Create a new Opportunity directly from the Opportunities tab by clicking the +Create Opportunity button.
đ Tip: You can sort by Created On by clicking on the Created On column header. This feature allows you to sort in both ascending and descending order.
Opportunities View & Management
Step 3: Track & Analyze
The Opportunities View provides a snapshot of all potential deals currently in the pipeline. Users can view in either a List View or in a Board View of opportunity cards. Below are popular use cases supported with the Opportunities View:
View a quick summary of all opportunities for improved visibility and prioritization.
Proactive followup for opportunities stalled or considered high-risk.
Help Identify which team members re handling more deals, which deals are at risk of falling through, and where extra support may be needed.
View Opportunities by Contact
By default, the Opportunities view is organized by opportunities, but you can customize the view to organize the list by the associated contact(s). To change the view, select Contact in the View by dropdown.
Displays contact email and phone number. Youâll now see each clientâs email and phone number displayed alongside their opportunities, giving agents quick access to essential contact information to follow up and nurture each opportunity forward in their sales process.
By default, the contact view will group contacts by opportunity and sort by sales stage in ascending order. If multiple contacts are associated to the same opportunity they will be listed together.
Sorting by Contact. To view and group opportunities by a given contact, users can sort the Contact column in ascending or descending order.
View Opportunities in the Board View
The opportunity Board View breaks down each sales stage in a give pipeline and shows each individual opportunity as its own card. This gives a clear understanding of where a contact is in your sales pipeline and allows you to take action to help them progress. Here are a few key features and functionalities of the Board View:
Card Details: Includes the Contact(s) Associated to the Opportunity, Opportunity Name, Estimated Amount of Opportunity, the Staged On Date, and any related Opportunity or Associated Product Workflows
Selecting the Opportunity Name opens the Opportunity Show Page
Selecting the Contact Name navigates you directly to that Contact Show Page
Selecting the Workflow progression bar on step count opens the workflow window of that applicable workflow.
Total Card Count at the top of each Sales Stage
Total Estimated Amount at the top of each Sales Stage
Drag and Drop across Sales Stages (This will automatically update the âStaged Onâ date to the date the card was moved)
Sorted by Estimated Closed Date (Oldest- Newest) - if there is not an observed closed date, then the cards are sorted by âCreated Dateâ
Search, Create, and Filter Opportunities from the Board View
Exporting Board View into a list of that Opportunity Pipeline
Filter Opportunities
Use the Filter feature to further refine, track and analyze opportunities. Simply click on the Filter button and complete the Filter Opportunities form.
đ Tip: Utilizing filters will help to zero in on high-value or high-probability opportunities or those at risk of being lost.