Thanks to the sales follow-up feature, known as CRM (Customer Relationship Management), Digiforma allows you to manage the entire life cycle of your potential clients, from the moment an opportunity comes in to the closing of the sale and its follow-up.
Use this article to guide you through it step by step!
✏️ Creating an opportunity
Also known as a sales lead, an opportunity is created when the first contact is made with a potential client, whether inbound (e.g. the client has registered from our catalogue) or outbound (if we have carried out a telephone prospecting, for example).
This opportunity corresponds to the follow-up of a new project or also to a client already present in our database (because they have participated, for example, in a previous training session). Because each opportunity corresponds to a different training project, this means that you can create several opportunities for the same client 😉
To add a new opportunity, you will go to the Sales Funnel page, available in the Sales Management tab of Digiforma's left-hand menu.
Once inside, you will either click on "Create a business opportunity" or "Create a private client opportunity"
In the global view of the sales follow-up shown in this screenshot (☝️), each card in each column represents an opportunity. When you click on one, you will expand that opportunity and be taken to the page with all the information related to it.
From the opportunity page we can determine:
The name of the opportunity (for the lead in question);
The customer who is the source of the opportunity. If they are in your database, simply type the first letters of their first or last name and select them from the list provided, or click on Create a business opportunity/ private client to create a new record and associate it with your opportunity;
The sales manager, in the event that your Digiforma subscription allows you to create several access accounts, to identify the salesperson responsible for it;
The type of funding, only if you already know how the client will finance the course or training. Obviously, you can modify this information later or add it if you do not have it yet.
Don't forget to click Save before leaving, your new opportunity will be ready and available in the sales funnel. 😉
Let's see how the page works and how you can get the most out of it.
🎢 Let's take a look at the opportunity page
The opportunity page is now available. As you can see, it is divided into several parts that allow you to add complementary aspects to the sales management of your project 👇
🔵 Information and session
From this page you can edit the client, add contacts to your opportunity, create a session or assign the opportunity to an existing session, create a quote or archive documents related to the opportunity or the client (for example, a signed quote).
🔴 Opportunity tracking
In this section, you can select the different sales actions carried out with your client to keep a chronological record of the sales cycle. This will allow you not only to modify the progress of the sale within the funnel, but also to update its status (won, finalised, lost, etc.) and to keep a record of the calls and emails exchanged with the client. In this way, anyone who works in your organisation and who has access to the sales follow-up will be able to consult the actions that have been carried out with this client. Ideal for teamwork 😉
🟢 Contact
In this space you can consult any contact information without having to leave the opportunity page. This information is retrieved from the client's file previously created within Digiforma's database. If you want to update this data or add other data, you can click on the "Edit learner file" option, without having to leave and access the database.
For corporate clients, it is possible to add a second contact (corresponding to the person in charge, with whom you have been able to discuss the training). You can do this from the database and from the company's profile, by adding the tag "Main contact for the training."
🟠 Prepare the budget
Here you can indicate the information needed to prepare a quote. You can also create a training session in "draft" mode to indicate the prices, add a program and other information that you want to appear in the quote.
On the other hand, once you have created your draft session, you can change its status from this space to create a fully "scheduled" session when the budget has been accepted.
🟣 Documents
This space allows you to upload all types of documentation necessary for tracking the opportunity, such as customer needs, a specification, or any other type of document.
🔵 Other opportunities
Finally, here you will find all past or ongoing opportunities that this same client has with your centre, as well as key information such as the status of the prospect or figures on the rate that the client has been offered. You can click on any of these opportunities to open them and view them directly.