Selling to an individual

In this video, you will follow a simple business-to-consumer (B2C) sale in which a sales representative has a customer who has received and responded to an email offer.

In this example you will follow a simple Business-to-Consumer sale in which Sales Rep, Terry Mason, has a customer who has received and responded to an email offer.

Terry's company has integrated Pega Sales Automation with Pega Marketing, allowing Terry to create a local email campaign. The campaign is targeted to some of his existing customers who do not currently have car insurance with the agency.

From the application, Terry can see how many emails have been opened, and how many times customers have clicked links in the offer.

George Norton is one of Terry’s client’s. George has both life and homeowner’s insurance with the agency.

George uses the same car insurance company his parents had when he bought his first car. Curious whether he can get a better rate, George accepts the offer.

George's acceptance generates a Lead for Terry...

...which causes Terry to get notification on his mobile phone.

Terry opens up the lead from his mobile phone, and calls George to set up a meeting.

Terry asks George to email his current policy coverage information.

When he's done, Terry can use his mobile device to log the call activity.

Since George is a current client, and Terry is sure he can provide a competitive rate, Terry decides to convert the lead to an opportunity.

This will be a new opportunity to provide car insurance to George. Since George is one of Terry's clients, the opportunity is connected to George's contact record.

Terry will also add information such as the potential sale amount, expected close date, probability of the sale, and source of the lead to the opportunity.

Terry receives email from George, with information about his current policy. Terry attaches George's email to the opportunity.

Terry creates a task, reminding himself to review the competitor's policies

The opportunity for Terry to sell car insurance to George is now in the pipeline.

George comes into the office and meets with Terry to review the plan. The plan looks good, but George wants to go home to give it a little more thought. George will call Terry in the morning with his decision.