CRM fields implementation

Must have fields

Contact

About Contact

  • Lifecycle Stage
  • Lead Status
  • SAL Conversion Source

Profiling Details

  • Buyer Role

Prospecting Detail

  • Working - ALWAYS YES
  • Rep Owner (always yourself)
  • Initial Response Type
  • Reason Dead

Funnel Progress

  • Original Source
  • Contact SAL Booked Date
  • Contact SAL Held Date

Company

About Company

  • Company Owner (always yourself)
  • Rep Owner (always yourself)
  • Company SAL Booked Date
  • Company SAL Held Date
  • Original Source
  • Company Reason Dead
  • Working - ALWAYS YES
  • Lead Status
  • Lifecycle Stage

When to update fields in Contact

Lifecycle Stage

This is mainly left on Lead, and would only change for the reasons described below.

  • Sales Qualified Lead - if a meeting was booked
  • Customer - if the contact is already a customer
  • Other - if they want to unsubscribe, are not interested, are not the right contact, or are already a customer

Lead Status

  • Working - if there is no answer or the gatekeeper answers
  • At Scaled Enrolled - when you enrol contacts into a sequence
  • Engaged - if connected with contact but they wanted more information or for you to call them back later.
  • On Hold - if the contact would like you to follow up in a few months,
  • Disqualified - If the contact is not interested, said not to call back or not the right contact, or if they are already a customer
  • Convert - If a meeting was booked

SAL Conversion Source

  • After booking a SAL
  • Sales Email or Sales Call

Buyer Role

Any time you uncover how a prospect will be engaging with the sale. Particularly important for prospects who belong to HVT companies.

  • Decision Maker - Owners, CEO, CFO, Founder/President
  • Influencer/Champion - These are the people who will not have a final say but will support you to get the information to the decision-maker.
  • End User - These are the people who have no say but will be the ones using the product/service
  • Blockers - These are the people who will block the service/product from getting to the decision-maker

Working

Any time you are working on a record. This should always be YES, even if the contact or company was disqualified.

Initial Response Type

Any time you get a prospect's response from a communication. Most importantly during initial outreach/cold campaigns.

  • Interested - If they are interested in the service and booked a meeting
  • More Information - They are interested but would like you to send them more information before committing to a meeting.
  • Correct Contact / Introduction - They are the correct person but were probably busy and asked if you could call them back.
  • Not Right Contact - This is if they no longer work at the company, they are not the decision maker, or if you called the right company but no one works there with that name.
  • Check Back Later - This is if they would like for you to follow up with them in a few months.
  • Unsubscribe - If they say remove from the call list, are not interested, or if they opt-out via email.
  • Solution in Place - This is when they already have something in place and are not interested in your product/service.
  • Solution Not Applicable - This is when the product/service would not qualify for their type of business.

Reason Dead

Any time you disqualify a prospect.

Original Source

As soon as you get your first confirmed engagement of a prospect.

  • Sales Call
  • Sales Email

Contact SAL Booked Date

The first time you book a sales meeting with a targeted prospect at the account. This only occurs for new prospect accounts.

Contact SAL Held Date

  • Any time you book a meeting. Should match the day of the meeting confirmation.
  • The SDR Lead Tracking sheet will let you know if the meeting was held or not.

When to update fields for the company

When updating the company, you would mark the same fields as the contact. This should only be done if disqualifying a contract or if a meeting was booked.

Company Reason Dead

Any time you disqualify an account entirely. May or may not apply if only one person at the organization is disqualified.

When to Disqualify a Contact and/or Company

  • You can only disqualify a company if it was a decision maker that said they were interested.
  • If it was a wrong contact then you would disqualify only the contact, not the company
  • If you have a wrong number, the email has bounced, and there is no way to verify the company’s information then you can disqualify both the contact and the company. The reason would be No BANT (Budget, Authority, Needs and Timeline).
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