Sales process: Lead generation | Use Cases - Zoho CRM

Sales process: Lead generation

Edition: Paid editions | Industry: Applicable for all industries | Features: Integrations with Zoho products and built-in features 

A sales process is a framework of a repeatable set of steps that a salesperson or the sales team takes to move a prospect from a lead to a closed customer. A sales process can be broadly classified into three stages:
  1. Prospecting or lead generation
  2. Lead nurturing and qualifying
  3. Deal closure

In the following use case, we will discuss various options used by a fictitious company for mapping out their sales process in Zoho CRM.
Orange Interiorz offers home and property design solutions at affordable prices. They use various platforms to attract new customers and engage them in various marketing activities. Their lead generation process is as follows: 
  1. Attracting visitors through blogs, social media, website, and Google Ads.
  2. Visitors click the call-to-action button in one of these channels and are redirected to the company's landing page.
  3. In the landing page, they fill out and submit the project details form.
  4. A new lead is created and is automatically added to the org's CRM account.
They have set the following configurations in CRM to get leads from different sources added directly into the CRM system:

Social media integration: 
Facebook and Twitter are their major sources of lead generation. They monitor the tweets, likes, comments, and posts and also new updates and information through these handles from their CRM platform. This allows them to identify any positive social activity such as likes, mentions, tweets, retweets, messages, posts, and comments and add the person's details as a lead in CRM. The sales team is automatically notified about the new lead and gets in touch with them to acquire further details. Once the team is assured that the client is interested in doing business with them, the sales qualified lead is passed on to the design consultants.

Web-to-lead forms: 
Orange Interiorz attracts visitors to contact them by hosting seasonal discounts, flash sales, and sample design brochures on their web page. The CTA on the web page invites people to register and get updates from the company. When the visitor submits the form, their details are added to CRM as lead, with basic information such as their name, contact number, email address, and interests. When a lead is created, the sales team is notified to begin lead nurturing activities.

Google Ads integration: 
Orange Interiorz uses the Google Ads Integration to get a complete picture of how much revenue their online ad campaigns are actually generating. It helps them understand whether the campaigns are beneficial for their business and which ones are generating the highest revenue. The GCLIP mapping helps them easily identify the leads that are coming in from Google Ads and track offline sales from clicks to conversions. Since CRM combines their sales data with Google Ads spending, they can also identify which keyword brings in the most qualified leads which helps them improve their conversion rate. 

CRM mobile app: 
Aside from online advertising, a lot of visitors approach them during trade shows, exhibitions, cultural events, and sometimes through referrals from existing customers. They can use mobile app to add the visitors' details as leads and pursue them later. Sometimes, the clients give the reps at the tradeshow their business cards asking the designers to visit their site and suggest suitable style and decor. In this case, Orange Interiorz scans the business cards and add the details as leads in CRM. 

    Zoho CRM Training Programs

    Learn how to use the best tools for sales force automation and better customer engagement from Zoho's implementation specialists.

    Zoho CRM Training
      Redefine the way you work
      with Zoho Workplace

        Zoho DataPrep Personalized Demo

        If you'd like a personalized walk-through of our data preparation tool, please request a demo and we'll be happy to show you how to get the best out of Zoho DataPrep.

        Zoho CRM Training

          Create, share, and deliver

          beautiful slides from anywhere.

          Get Started Now


            Get started with Zoho Sign

            in a few quick steps!

            Download Help Guide





                      Still can't find what you're looking for?

                      Write to us:  support@zohoforms.com


                            




                          

                        Zoho Marketing Automation

                          Zoho Sheet Resources

                           




                              Zoho Forms Resources


                                Secure your business
                                communication with Zoho Mail


                                Mail on the move with
                                Zoho Mail mobile application

                                  Stay on top of your schedule
                                  at all times


                                  Carry your calendar with you
                                  Anytime, anywhere




                                        Zoho Sign Resources

                                          Sign, Paperless!

                                          Sign and send business documents on the go!

                                          Get Started Now


                                              Zoho SalesIQ Resources



                                                  Zoho TeamInbox Resources



                                                          Zoho DataPrep Resources



                                                            Zoho DataPrep Demo

                                                            Get a personalized demo or POC

                                                            REGISTER NOW


                                                              Design. Discuss. Deliver.

                                                              Create visually engaging stories with Zoho Show.

                                                              Get Started Now











                                                                                    • Related Articles

                                                                                    • Configuring Google Ads Integration in Zoho CRM

                                                                                      Set up Google Ads Integration Users with administrator profile need to enable the Google Ads Integration in Zoho CRM. Setting up Zoho CRM for Google Ads comprises of these steps: Step 1: Authentication - Enable this feature and authorize your Zoho ...
                                                                                    • Tracking Google Ads Data

                                                                                      Once the integration is set and your web forms are live, you can easily track your Google Ads information inside Zoho CRM. Within Zoho CRM, you can track the Google Ads data in a few places. Google Ads Tab - Details related to the Google Ads Client ...
                                                                                    • Working with the Social Tab

                                                                                      Integrating your CRM account with Social media, fosters communication with customers through social media that ensures real time data exchanges. While social media platforms offer you the opportunity to connect with several people, you need a CRM to ...
                                                                                    • Zoho CRM for Google Ads

                                                                                      Google Ads is a powerful online advertising program designed to help you reach new customers and increase sales for your business through ads on Google Search and across Google's network of partner websites. By helping you drive more traffic to your ...
                                                                                    • Social Profiles

                                                                                      Social media integration with Zoho CRM gives the sales context to your interaction with customers. Following are the two ways in which you can make use of Social CRM. Personal social media interaction via social profile integration (detailed below). ...
                                                                                    Wherever you are is as good as
                                                                                    your workplace

                                                                                      Resources

                                                                                      Videos

                                                                                      Watch comprehensive videos on features and other important topics that will help you master Zoho CRM.



                                                                                      eBooks

                                                                                      Download free eBooks and access a range of topics to get deeper insight on successfully using Zoho CRM.



                                                                                      Webinars

                                                                                      Sign up for our webinars and learn the Zoho CRM basics, from customization to sales force automation and more.



                                                                                      CRM Tips

                                                                                      Make the most of Zoho CRM with these useful tips.



                                                                                        Zoho Show Resources