The first step is completing the Pipeline Manager (PM) survey sent to you. Why? To help us understand your business and products/services better. Once received, we will build a playbook around your goals. Then, your PM Director and assigned PM will walk you through the process and finalize the playbook with you (The playbook is not final. Adjust at any time, depending on your feedback and strategy).
Which leads does the PM call for you?
We recommend giving your dedicated PM autonomy to call all leads in the 'New Lead' column. Clients have found tremendous success with this approach. However, you can also specify the leads you want them to qualify by assigning, flagging or tagging (@) the lead. The PM will get notified to chase the lead immediately.
What to expect from the PM Service
The PM assigned to your pipeline is an extension of your team. They will review the playbook and learn about your products/services. Once the PM meets your sales team, they will start calling prospects. A 'Qualified' lead is where all the intel specified as vital is captured. A 'Hot Lead' is if an appointment (call or in-person meeting) is agreed upon or scheduled. A 'Qualified' or 'Hot Lead' email is sent to you with all the phone conversation details. Including the decision-maker's name, phone number and email, a description of what they are interested in and the next steps, i.e. the prospect would like more information or would like to be contacted by the rep.
The PM will then move the lead into a different column and tag the rep in the Wingmate CRM. The handover to the sales rep is now complete. If the PM cannot contact the prospect after three attempts, the prospect is under contract or is not interested. The PM will move the lead to the specified stage as directed by you. The PM will repeat this process and work through all the new leads for the month.
Next Steps for your Sales Team
Your sales reps need to follow up with the lead based on the Hot lead email information. Your team must leave information notes, updates, and the follow-up outcome in the lead. They should move the lead to the desired stage as they work it across the sales cycle.
Making the PM program a success
Wingmate incentivizes the PM on your pipeline for leads that are qualified as hot leads and for leads that move to the closed/won stage. The program's success is designed around the Sales rep following up, updating, and working the lead across the sales cycle. Communication, recurring sync-up calls, and feedback are integral to your success. Your dedicated PM is an extension of your team; working together will ensure success.