Selling to another business

In this video, you will follow a simple business-to-business (B2B) scenario in which a sales representative follows up on a lead.

In this example, you will follow Sales Rep Terry Mason as he works with a business lead that was submitted after a trade show.

Emily Yu is the operations manager for Sunshine and Breeze (SAB), a clean energy provider. Her company installs solar panels and wind turbines throughout the New England states.

At a recent conference, Emily stopped by an Insurance booth in the exhibit hall and learned about a new type of liability coverage. It sounded interesting enough that she scanned her badge and asked to be contacted by a local sales representative.

The application used at the conference collects name, email address and other information that will be useful to the sales representative. Emily's lead information, along with that of the other attendees who stopped by the booth, is imported into Pega Sales Automation.

The leads are screened by Sue Kapur, in Marketing. Sue reviews the information. She will disqualify some and advance any marketing qualified leads.

Sue sees that Emily is in Terry's territory, and she assigns the lead to him.

Terry gets a push notification on his mobile device that he has received new leads

Terry will screen the new leads that were assigned to him in order to determine which should be qualified.

The new leads include Emily’s request for more information about liability insurance. When he looks more closely, Terry can see that the source for this lead was a recent trade show.

When he opens the lead, Terry looks at activities associated with the lead. He sees that Emily already received an email and a telephone call from Marketing.

Terry advances Emily's lead to Sales Qualified. He then continues to nurture the lead with emails and phone calls to provide Emily with the initial information she requested.

Using the contact list on his mobile app, Terry calls Emily. Terry sets up an appointment with Emily to drop by her office the next week to discuss liability policies.

After the call, Terry logs the activity.

He also sets up a to-do task, reminding him to set up a meeting.

Emily expressed interest and asked Terry to come visit her office. Before making the appointment, Terry emails information about Emily Yu and her company to Kiera, in operations. Terry asks Kiera to create account and organization records.

The first thing Kiera does is looks at the list of organizations to see if "Sunshine and Breeze" is there. When Keira does not find the record, she adds the new organization.

Once the organization is in the system, an account can be added.

The new account record is complete.

Kiera sends a note to Terry, telling him that the account record is all set. Terry feels good about the lead and decides to convert it to an opportunity.

The opportunity is now in the pipeline, where Terry can continue working out the deal.