To run a sales process optimally, you need to understand the different customer journeys that lead to a sales. This will differ from business to business, as all elements need to be taking into account. And while lots of companies start with assuming an ideal path for customers to traversing, from being lead to becoming a paying customer, the reality shows that this assumption is often wrong, or at least is not unilaterally correct.
Most often, different customer persona’s may show interest in your product for different reasons, will be looking at different content, may react to different Call-To-Actions (CTAs) and may submit their details on different contact forms at different ideal moments.
The better you understand the different persona’s, interests, moments and paths, the more personal you can guide them through the sales process, and the more you will be selling.
So it all comes down to getting to know each lead as well as possible. A first great step is to categorise your leads into different persona’s, typically defined by different interests for different USPs. Depending on the type of products and business, some companies may also chose to define persona’s by company size, by location, by personal interpersonal behaviour, etc... In any of those cases, measuring what leads are doing is vital to detecting ideal paths.
Based on these paths, interest, and moments, you can now decide to split your different sales processes into different sub-stages, each being handled by sales specialists for a specific sub-stage. Examples of sub-stages are sales qualification, technical buy-in, business-buy-in, etc... This is often done by one person in smaller companies, yet larger sales teams often organise themselves accordingly in smaller groups to handle their each sub-stage. Either way, having proper customer data is crucial in understanding the specifics of each lead in their current stage, and in bringing these leads to a next stage.
journy.io collects events, ad campaigns, channel information, devices, locations, timings and everything which is done throughout the customer lifecycle. Including what happens during trial. More precisely, we collect every event with contextual data from every possible source, unify every sub-journeys from every device and browser to get a full timeline of everything every user from every account is doing.
So, if you want to measure what each persona is doing during each sales stage, to later use this to detect which persona your lead actually is, journy.io would be your ideal tool. Even better actually, journy.io does the full Persona detection for you!
On top of that, our journey-comparing engine provides your sales teams (or sub-stage teams) both native app data, as well as contextual and behavioural intelligence derived from that, so they can take more personal actions, right at the moment that counts.
Changing the way you do business, case by case.
Detect which signups are most likely to buy. Sell more with less effort.
Automatically surface product qualified leads.
Prioritize PQLs call lists and engage with quick actions.
Add tasks and full PQL context to existing CRM and other engagement tools.
Automated sales playbooks and collaborative inbox.
Onboard. Monitor. Get expansion signals. Reduce churn, proactively.
Automatically detect churn & expansion candidates.
Accelerate onboarding and product adoption.
Align activities around 360° customer view, with health and onboarding scores.
Automated CS playbooks and collaborative inbox.
Build revenue workflows, based on how people use your product.
Use machine learning to uncover new sales opps.
Add slow accounts to nurturing campaigns.
Optimize engagement playbooks for maximum conversion.
Leverage any data without needing engineering.
See which impact your product features have on revenue, expansion and churn.
Analyse feature importance, usage and impact.
Build key product metrics without SQL, nor coding.
Easily create customer segments based on any product interaction.
Comply to GDPR and CCPA.
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