Aladdin Academy

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Sales Process

7 lessons
1 quiz
19 students

The discussed meeting centered around three primary workflows aimed at optimizing the sales process: connect calls, exploratory calls, and the creation of quotations. These workflows form a comprehensive approach to handling inbound leads, qualifying them, and progressing them through various stages of engagement.

The initial step, the connect call workflow, is triggered by an inbound lead. The system swiftly assesses whether the lead is a competitor or generic. If not, it is distributed among the sales team members, including Narjes, Muna, Allah Haa Fazila, Tony, Mona, and Mozilla. Simultaneously, a deal is created in the pipeline, and a notification is sent via Slack to inform the team of the new lead.

Efficiency and accountability are emphasized in this process. The system aids the sales team by automating email communications to urge leads to book connect calls. If there’s no response within 30 minutes, the system initiates a series of reminders and tasks for the team. Urgent reminders are dispatched after two days of inaction, ensuring a proactive approach to lead engagement.

The connect call itself involves a set of guidelines and preparation steps. Automated emails, reminders, and task management are integrated into HubSpot for seamless execution. The team is encouraged to actively monitor their tasks, avoiding delays and ensuring a prompt response to potential clients.

Following the connect call, leads are qualified, and if successful, the next workflow, the exploratory call, is initiated. The process involves meticulous preparation for the connect call, including the use of a snippet with five key questions. The lead’s life cycle is changed to “sales qualified,” triggering the next set of actions.

A notable aspect of the workflow is its adaptability. Snippets used during the connect call can be customized based on whether the lead is related to trade shows or enterprise services, reflecting a nuanced approach to different types of leads.

The second part of the overview delves into a broader sales process involving both connect and exploratory calls. Leads are categorized as qualified or not qualified, with further segmentation into self-qualified leads. Lists are generated to facilitate future opportunities, and tasks guide the sales team through changing lead lifecycles, setting up meetings, sending proposals, and initiating onboarding calls. Automation is introduced to ensure smooth progress and reminders for payment.

The final part of the discussion revolves around the creation of quotations. Specific instructions are provided on structuring email templates, emphasizing payment terms, timelines, and bank account details. The speaker advises on discount strategies to appease clients and potentially avoid further negotiations.

The quotation process involves detailed instructions on preparing, approving, and sending quotes via HubSpot. Clear communication, strategic pricing, and the use of specific tools contribute to an efficient and professional workflow.

In summary, the overview paints a comprehensive picture of a well-structured sales process, covering lead handling, call execution, and quotation creation. The emphasis on automation, customization, and strategic communication underscores a commitment to efficiency and customer understanding at each stage of the sales journey.

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Alaa Ismail is a serial entrepreneur, strategist, startup mentor, pitch competition judge and advisor with more than 16 years of experience in the trade and exhibition industry. The crux of his entrepreneurial career has been in the trade industry, most notably, founding and running AladdinB2B, an online platform that is transforming the global B2B trade industry with online, hybrid, and in-person solutions.

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