[SOP] Buyer Funnel Sales Call_2024-05_Draft

Objective

• To move a sales lead to paid Accelerator AE.

Begin

• The process begins when a sales lead is scheduled on a Sales Associates calendar.

End

• The process ends once a sales lead has been converted to a paid Accelerator AE.  

Stakeholders Involved

• Sales Associate
• Acquira Bookkeeper
• Head of Accelerator
• Lead / Accelerator AE

Explanation of Steps

1. Verify that the call has not been Canceled or a request to reschedule has been made.  If canceled:
   1. Update the lead as Cancel in Calendly.
   2. If the lead has requested to reschedule – update the lead as Cancel in Calendly and send an email through the Close CRM to the lead with the Calendly link to schedule via the round-robin for next available Sales Associate.

2. 5 minutes prior to the call send the SMS template:  5 minutes prior to call notification

3. Sales Associate reviews the notes for the lead in Close CRM and attends the scheduled call via the Close CRM to the lead’s cell if that is chosen by the lead, or on Google Meet and ensures Bubbles is on the call.

4. If the lead is not on the call within 5 minutes, attempt to call the lead through the Close CRM and send the SMS template: Lead is late to scheduled call.  If the lead needs to reschedule do so right away and attempt to get them rescheduled that day or next with any open Sales Associate.

5. If the lead No-Shows:
   1. Update the lead as NO-SHOW in Calendly.
   2. Update the lead status as Scheduled Call No-Show in Close CRM – this will start the workflow/automation Scheduled Call No-Show.
   3. Update the Opportunity status as Scheduled Call No-Show in Close CRM.

6. The lead attends the call and the Sales Associate initiates the Accelerator Sales Script. 

7. If the Sales Associate is able to move the lead to a sale on this first call – move to step 12 below.

8. If the Sales Associate is not able to move the lead to close on this call:
   1. Determine what the objections are and note for the follow up email sent after the call.
   2. Attempt to schedule a follow up call with the lead as soon as possible.  Do this while on the call using your direct Calendly link, and verify they receive the Calendly invite before you end the call.

9. Upon completion of the call update the lead in the Close CRM:
   1. Lead Status is changed to 1st Call Held.
   2. Opportunity Status is changed to 1st Call Held -or- High Probability of Close.
   3. Custom Field for Fit is added and the lead Fit is chosen.
   4. Enter all Notes from the call into the Note section at the top of the lead.
   5. Copy and paste the link for the bubbles call into the notes section in opportunities.

10. Choose your custom <Name> Post Accelerator Call Email being sure to include specific information needed to move the lead forward.

11. Create a Task in the Close CRM to follow up with the lead with a direct specific email or SMS outside of any workflow/automation.

12. While on the phone send the lead the correct Accelerator sign up / payment link Accelerator payment link and walk the lead through completing the payment.

13. Share the next steps (below) with the new AE and indicate that they will receive a notification of payment and –
    1. They will receive an invitation to the Acquira Accelerator Program from our head of Accelerator which will outline the next steps in the process:  Welcome to the Accelerator

14. Congratulate the new AE and thank them for their time.

15. Upon completion of the call update the lead in the Close CRM:
    1. Lead Status is changed to Won.
    2. Opportunity Status is changed to Won.
    3. Custom Field for Fit is added and the lead Fit is chosen.
    4. Enter all Notes from the call into the Note section at the top of the lead.