General
Taking Action When It Gets Specific | Potential, Active, Completed | Acquisition Stages | Access Rights | Existing ClientsTaking Action When It Gets Specific
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(English image not yet available)Definition of Sales Funnel
The Sales Funnel, known in English as the sales funnel, is a classic sales tool, especially in the B2B sector. It represents the various stages in the sales process and makes them measurable both quantitatively and qualitatively. The funnel helps in planning resources, sales forecasts, and revenue targets more effectively and efficiently.
As the term "sales funnel" suggests, it ideally takes a funnel shape – starting with many new opportunities that, as they progress through the stages, reveal themselves as either top prospects or flops.
As the term "sales funnel" suggests, it ideally takes a funnel shape – starting with many new opportunities that, as they progress through the stages, reveal themselves as either top prospects or flops.
MOCO steps in when an inquiry becomes specific (also known as a Sales Qualified Lead). The active lead that has been captured needs to be well-maintained until a successful conclusion is reached.
For service providers, cold calling or mass emailing is often a waste of time, nerves, and money. Far more valuable are referrals, personal contacts, nurturing existing clients, and SEO/SEA to secure as many good new projects as possible. These activities can already be considered part of the sales funnel.
When you see a follow-up project on the horizon with a client or the creative department has award-worthy ideas for the local butcher shop, simply record these potential leads as contact potential in MOCO as a reminder, creating a sort of "idea list." This way, the lead funnel never dries up.
When you see a follow-up project on the horizon with a client or the creative department has award-worthy ideas for the local butcher shop, simply record these potential leads as contact potential in MOCO as a reminder, creating a sort of "idea list." This way, the lead funnel never dries up.
Important: Plenty of Young Leads & Reliable Maintenance
Ensure there are enough "young" leads in the funnel. The sometimes more or less concrete project potentials thin out from stage to stage. At the end, the project orders stand. The acquired lead is replaced by the project.
Reliable maintenance of leads is crucial to give potential clients a good impression early on. Those who follow up in a timely manner and have briefing materials, information, and the latest steps readily available, even if the person in charge is on holiday, respond confidently and leave a positive impression.
Reliable maintenance of leads is crucial to give potential clients a good impression early on. Those who follow up in a timely manner and have briefing materials, information, and the latest steps readily available, even if the person in charge is on holiday, respond confidently and leave a positive impression.
Potential, Active, Completed
Your central work list "Leads" is complemented by the preliminary stage Contact Potential (for ideas) and Completed (for traceability and evaluation).
(English image not yet available)Contact Potential (1)
Contact potentials are intentionally delineated. This is about acquisition ideas that are noted down to actively fill the pipeline when needed.
Active Leads (2)
"Leads" lists all ongoing leads. This means a concrete inquiry or successful contact initiation (Sales Qualified Lead) is recorded as a lead with acquisition stage – and thus probability.
Time tracking can be performed on active leads, they can be placed in capacity planning, and they directly feed into the revenue forecast.
Time tracking can be performed on active leads, they can be placed in capacity planning, and they directly feed into the revenue forecast.
Completed (3)
When a lead ends, it is set to Won, Lost, or Canceled. The completed leads can be accessed under "Completed" More info
Acquisition Stages
The acquisition stage indicates the phase a lead is currently in. Assigned probabilities enable a reliable revenue forecast.
(English image not yet available)Each acquisition stage has an associated percentage probability. All lead volumes of active leads are weighted accordingly, allowing for the calculation of probable future revenues. This provides a much more realistic figure than considering only the pure proposal amounts of unconfirmed proposals as a forecast.
Define stages individually
The stages and probabilities can be customized in the settings.
Define stages individually
The stages and probabilities can be customized in the settings.
Access Rights
With restricted access rights, a user can only view leads assigned to them and create new leads for themselves.
Existing Clients
Do you want to check in with certain clients about potential new projects?
You should not create a lead without a specific reason. Otherwise, “dead leads” will block your sales activity.
Create a To-Do
The easiest option is to create a to-do for the client with a target date, and assign it to a person. That person will then be notified on that date. More about to-dos in MOCO
Set Up a Client Reminder Using “Custom Fields”
If you want to follow up with existing clients about new jobs, you can create a Custom Field (e.g. called “Lead Potential”) of the type Date at client level. You manage the related notification option in your profile settings.
Because the date entry on the client is optional, you can set a reminder date only for selected clients. Under “Comments”, add a note about the next step, or record information after the action – this is how you maintain your history.
