How our company should use Zoho (B2B)
I am a sales rep at a company that has recently invested in Zoho. We are trying to figure out from a broad level how to use the software. Our company sells to school districts. We have a database of every school district in the United States that we would like to upload into Zoho. Our sales reps will then gather information about the districts in their territories and maintain that information in Zoho as they sell within their territories. We would like to use Zoho to manage our sales pipelines.
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Sales however is only a small component of how we would like to use Zoho. We would like to use it for customer service and billing as well as general operations. My company has proposed using "Accounts" for current customers only. All other school districts that are not our current customers, will be classified as "Leads". As a result, the plan is to upload our list of every district in the United States as "Leads".
Upon researching more about Zoho, I have concerns about this. I believe that Zoho identifies "Leads" as individuals and not companies or organizations. Leads can then be converted to "Contacts" once qualified. I have also noticed that you cannot have more than one person at a company (in our case a school district) assigned to a lead. When we maintain our records on a school district, we often have 5-10 contacts at that district that we are prospecting. I need all of these contacts to be assigned to the school district within Zoho so that I can coordinate my approach to the different contacts.
The concerns associated with classifying our prospective school districts as "accounts" rather then "leads" is that they will be mingled with current accounts. How will this effect reporting and organization? We would like to use tools to analyze our current customers, but have concerns about mingling them with prospective customers/our database of prospects as a whole.
Any insight into what we should do would be much appreciated. I imagine there are a lot of B2B zoho users who need to track multiple contacts associated with a company and I am curious how you accomplish this while keeping a clean database of your current customers. Are you classifying everything as an "Account" or are you creating "Leads" for companies rather than individuals at those companies.
Thank you in advance!
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