Sales Process

This is a guide through our Hubspot processes. It explains the whole process from entering the sales cycle till the deal was closed and the product shipped.

Sales Funnel

All leads/prospects shall be displayed in Hubspot, Wingtra’s CRM system. 

Sales leads are generated through inbound (i.e. the forms on our website) or outbound (i.e. by adding a company from prospecting).

All leads should be pushed through the sales cycle as shown below.

 

Wingtra Sales Funnel:

 

Hubspot

Useful resources and functionalities

• Change columns in Filter views
• Editing & previews
• Filters, for team, personal, dynamic and Saved views
• Tasks, task queues to facilitate going through a list
• Sequences
• Notes, @mentions, pinned notes, conversations on Hubspot
• Quotes / document creation
  • Wingtra internal documentation
  • Hubspot article
• Workflows for notifications, copying, automation (if then, do that)
• Manage notifications
• Report creation and existing dashboard
• Know the Objects
  • Contacts
  • Companies
  • Deals
  • Shipments
  • Tickets
  • Drone parts
• Owner types
  • Created by --> person that created the shipment
  • Deal owner --> person that closed the deal
  • Shipment owner --> person that is in charge of fulfilling the order
  • Contact owner
  • Company owner
  • Customer success manager
  • Channel manager of the assigned reseller

Contact properties

Leads that contact Wingtra via various cahnnels will directly be saved to Hubspot. They can also be added manually.

Contacts are categorized in life cycle stages. Lifecycle stages help you organize your contacts based on the stage (see sales funnel).

Always make sure the properties are set right.

Tracking your leads: Filters and Tasks

See all Wingtra contacts in the menu “Contacts”

Hubspot can be very flexible and adapts to your specific information requirement. You can create filters for all kinds of views. Make yourself familiar with the standard filters Wingtra sales reps works with.

“Name / Hubspot Owner” gives you an overview of all contacts you are in touch with, be it a direct sale, a partnership or whatever came your way.

“Name / Direct Sales / in progress” will show you those companies you are currently working with. With the help of the additional columns “Last contacted” and or “Last activity” you can easily see who of your companies is desperately waiting for you to get back to them.

 

Your tasks live here:

Always create a follow up task when you send an email!

Then you will have your leads in your task list and will not forget to follow up with them.

Communication best practice

• Enrol in Sequences
  • Great for non responding leads
  • Once a lead responds he will be unenrolled
  • Focus on the responding leads !
  • Use all the fantastic resources we have on the homepage.

Material to share

Always try to refer to the homepage! There, everything is updated.

Also, use the knowledge base to share articles etc.

Qualify leads

Who is qualified

We are folloing the sales methodology BANT: Budget, Authority, Need, Timeline

 

Need: There is a problem that could be solved with WingtraOne

• What challenges is your business facing and what problems do you need to solve?
  • Belly landings
  • Terrestrial work
  • Low efficiency of multirotors
  • ROI: time and money?
• What is driving your interest in a solution to solve the problems?
• How long have you had this challenge or problem? What made you decide to solve this problem now?
• What objectives are you looking to achieve by solving this pain?
• Technical requirements: Our offering matches the requirements to solve the problem?
  
  • Does our offering match the expectations?
  • Are you able to import our solution to your country?
    • Discuss attractive countries
    • Discuss difficult countries

• Are you looking at or evaluating any other similar solutions to help you solve the problem?
• Where do we stack up in terms of functionality and pricing when compared to these other solutions you’ve been looking at?
• What is your relationship like with your current vendor? (If they have one)

Timeline: There is a defined timeline to implement the new solution

• Do you have an upcoming project where WingtraOne would be ideal?
• So when is the latest when you would want to make a decision? So you wanna have a decision made no later than 2 months. And ideally, when would prefer to get this done?
• So what’s a realistic kind of timeframe that we should be targeting here? When would you like to have the problem solved?
• How important is this to you and where does this stack up in terms of priority and urgency? What are some of the other priorities now?
• Do you have the time and bandwidth to begin implementation now?
• Would you like to hear about how other people I’ve worked with have implemented plans like these? (If they are interested then it indicates that this is important and high on the list of priority and timeline)

Budget: The budget is granted. The procurement process is clear.

• What are your expectations for the investment necessary to purchase the solution?
• Do you have a portion of your budget allocated to this?
• Is your finance team or CFO involved in approving this? (Note: While this can come off as an “Authority” type of qualifying question, it is equally indicative of how the budget approval  process works at the company depending on the prospect’s answer)
• What is your typical budget allocation process from when you need to invest in a solution like this that was outside of the original budget?
• When do you plan to ask for budget allocation for this investment?

Authority (Decision maker): The decision maker is known and involved in the process.

• Who, in addition to yourself, is involved in making this solution happen at your company?
• How are purchasing decisions made for products like ours and who is involved in looking at this solution?
• Who in addition to yourself is the decision maker with most clout?  And next to that person, who is the next person? How important is it that they be on board with the decision?
• What concerns do you think they may have? If they have any potential concerns, how do you think we should handle them?
• Would it make sense for us to schedule a call with them to answer any potential questions they may have?
• Are you comfortable, perhaps prior to our next meeting, if I call (Name of Decision-maker / Influencer) to have a brief conversation? My experience has been that while everyone in the organization is pretty aligned on the needs, typically everyone has got a little bit of a different perspective as to what they are looking for in a solution like this. That way everyone will have input in this. And, by the way, if I get a different perspective from him/her, would you mind if I give you a call?  What I hope is that you all have a consensus as to what the solution should look like for our next meeting. Fair enough?

If a lead is a real opportunity (= is qualified) you create a deal.
Deal = Revenue Opportunity = a potential dollar your business may receive for a product or service.

Your deal pipeline consists deal stages (similar to lead status, but for deals instead of leads) that help you determine where you are in the process of closing a revenue opportunity into a client or customer. 

Closing deals

Offering

All in the product catalogue in Hubspot

Or in the product configurator on configurator.wingtra.com

Check out Wingtra’s Sales policies

Quotes

Every offer requires a quote which we can create directly within Hubspot. Read all about quote in the links below:

• Hubspot Quotes
• Shipping price

Deal won

YAYYYY!!!!!!! Awesome.

Invoice

We use Pandadoc to send invoices.

• Automated Payment Reminders
• How to reflect split payments in Hubspot

After your purchase agreement was signed you have to issue an invoice. 

Before creating the invoice make sure all products and payment terms are reflected in Hubspot correctly.

 

Required fields:

• Amount
• Close date
• Deal owner
• # of drones
• Country
• Type of order
• Signing date
• Payment due date
• Payment terms
• Currency

 

Once all deal properties and the products have been double checked you can create an invoice through Pandadoc.

Pandadoc automatically fills all tokens from the deal. Check all tokens that have not been filled and fill them.

Shipment

• View, create and edit a order shipments

As soon as you have sold something you have to create a shipment in the very same deal.

Existing shipments are displayed in the corresponding deal:

It shows the status and expected shipping date.