Hi
We still do alot os outbound activies and don’t just wait for marketing to generate leads. In regards to that, I’m missing some sort of tag on Companies that tells us the “temperature” of the customer. In Hubspot we both have Companies that are customers today and we have added all potensial customers as well.
I’ll briefly explain how we work with outbound activities:
- Current customers: We call our current customers in order to book a meeting, to be able to sell more of what we have on the shelves.
- Potential customers: We call potential customers in order to book a meeting, to sell our solotions to them.
When we do these activities we are, of course, not always able to book a meeting. Current customers and/or the potential new customers will have a reason for why they dont want a meeting with us, talk to us, buyr our products, etc. In that case we are not able to create a Deal, but I would still like for us to able to tag that Company with something, so that we are able to see that we are not able to sell to this Compant atm, hence the “temperature”.
Let’s say we have 500 customers we want to call. After we’ve called all customers we might have created 100 Deals, which is great. But what about the 400 other customers? Why weren’t we not able to book more meetings? What is the “temperature” of theese customers? So, just like we tag a Deal with Closed Lost and a Closed Lost reason, so that we are able to dive into why we loose sales, I would like for us to be able to also dive into why we weren’t able to book more meetings.
Im currently thinking about the current solution, but would like input from you guys to see if there are som best practices or out-the-box solutions in Hubspot today for this:
Create single dropdown list on Company called Customer temperature
Values for dropdown list:
- No contact
- In dialogue
- Opponent
- Not interested
- Indecisive
- Interested but timing is not right
- Interested
- Unknown
In addtion to this tag, I would also add a free text field where the sales rep can add a bit more information to the tag. This field will be called Customer temperature detail. i.e. if a Company is tagged with Not interested, why is it that this specific Company is not interested? This is important information for not only the sales rep, but also me as a sales manger, our marketing department and mangement in general.
With these tags it’s also easy for the sales reps to create a List View of their Companies and filter out all Companies tagged with Opponents and Not Interested. You would also be able to create a workflow that automatically creates a follow-up task on all Companies tagged with Opponent or Not Interested 3 months out.
It’s a sort of deviation of the Current Life Cycle stage (LCS), but then again LCS is only for current customers and, therefore, cannot be used in this sense as I see it.
I hope this makes sense. If not, don’t hesitate to ask me to elaborate further.
Thanks in advance!
