Naturally, anyone in sales will want to log certain properties and statuses of each of their prospects. The Uptics Sales Automation software has preset properties in the system for you right out of the gate and allows for as much customization as you’d like.
With respect to your contacts that will be imported into the system, you can customize your Lead Source, Lead Status, and Lead Type options/properties. These are important as they will help drive a lot of the automation once you get further along in the platform. You will also be able to use different search queries to filter through your contacts with respect to these properties, as well as use the reporting functions to see how your leads break down across different sources, statuses, and types.
With respect to any deals that get created within the system, you can customize your Deal Source, Deal Type, and Deal Status options/properties as well. These are important for the same reasons in the aforementioned paragraph.
Lastly, you can set your Deal Status Indicator options to whatever time thresholds you would like. These color-coded indicators will help you easily distinguish the difference between deals that are about to close versus deals that may be a bit further out from closing.
The philosophy behind Lead (Source, Type, Status) and Deal (Source, Type, Stage) Properties in your Sales Automation Software
To maximize the effectiveness of your sales automation, you will want to assess your current sales processes and determine if there are any properties you would like to add, edit, or remove from the system before continuing your set up. In doing this, think about your processes for new leads/contacts, as well as for new deals. Don't worry though, you can always add additional properties later on.
Example - Determining the Lead Source Properties for your business
The preset properties for "Lead Source" in Uptics Sales Automation Software include Organic, Referral, Cold Call, Cold Email, LinkedIn, and Paid Ad. Naturally, some or all of these preset properties will apply to your business. However, if they don't, feel free to delete any that are not applicable to you and your business. Think about any inbound leads you have coming in for your business and how you may want to (a) query any searches across your different lead sources, (b) create automation campaigns with respect to a certain lead source, or (c) create and run reports based off of different lead sources. Let's say your business runs a lot of paid ads through Facebook, Google, and Instagram. In this case, you may want to delete the "Paid Ad" lead source property and create a separate property for each of your paid ad sources, i.e. Facebook, Google, and Instagram.
The same steps/logic defined in the example above can be used to determine the other properties you may want to add, edit, or remove from the system. Here are a few questions to ask yourself in determining your Lead and Deal Properties:
Lead Source Properties: Do you have any inbound leads coming from a source other than the preset properties? Do you have multiple inbound lead channels that fit under one of the preset properties, and if so, would you like to break them up into their own lead source properties? Default Lead Source Properties: Organic, Referral, Cold Call, Cold Email, LinkedIn, Paid Ad.
Lead Type Properties: How do you define or break down the different types of prospects you have? Are some of your leads qualified through certain marketing? Do you have a blog or email marketing tool that prospects subscribe to? Do you have certain parameters that make one lead type more promising than another? Default Lead Type Properties: Subscriber, Lead, Marketing qualified lead, Sales qualified lead, Opportunity, Customer, Other.
Lead Status Properties: What is your current sales process? How do you define your prospects in each stage of your sales process? What stages of your sales process are crucial to have automation in place for? Default Lead Status Properties: New, Open, Interested, Not Interested, Meeting Booked, In Progress, Open Deal, Unqualified.
Deal Source Properties: Do you have deals that are initiated or created from different sources? How would you like to break down and assess your current deals with respect to where the deals came from? Default Deal Source Properties: Organic, Referral, Cold Call, Cold Email, LinkedIn, Paid Ad.
Deal Type Properties: How many types of deals/packages/services do you offer? Do you offer just one product or service, but have "upsell" options for existing buyers/customers? Do you have a tiered pricing structure and/or subscription-based offering that you'd want to identify separately from each other? Default Deal Type Properties: New Business, Existing Business.
Deal Stage Properties: What is your current sales process? At what point in your sales process do you envision a deal being created? What stages of a deal are you interested in having automation in place for? Default Deal Stage Properties: Interested, Meeting Scheduled, Not Qualified, No Show, Follow Up, Proposal, Qualified, Contract Sent, Closed Won, Closed Lost.
To add a Lead Status (same steps for Lead Source, Lead Type, Deal Source, Deal Type, Deal Stage):
While logged into app.uptics.io, proceed to the 'CRM Settings' tab on the bottom left-hand side of the screen, ensure the tab along the top is set to Customizations, and proceed to the ‘Lead Status’ section near the top middle of the screen.
Once under the ‘Lead Status’ section, press the ‘+ Add’ button on the bottom of the section.
Enter the name of the Lead Status you would like to add under the ‘Enter Label’ input.
Decide if you would like to have folders created, in respect to the new status you are adding, under the Templates section of the platform. There will be more on this in a later lesson, however, it is recommended to have folders added in all areas if the status you are adding will drive certain automation down the road in the platform.
There is also a ‘Create Active List’ option when creating a new Lead Status. If selected, this will automatically create a "Smart List" (or Filter) based on the new status you are adding to the system. There will be more on this in a later lesson as well, however, it would be wise to have a "Smart List" (or Filter) for each of your Lead Statuses. Please note the ‘Create Active List’ option is only available on this page while adding a new Lead Status or Deal Stage, however, custom lists can be created later on with respect to any search queries you’d like.
Once the options are selected, or de-selected, click on the ‘Save’ button.
Once saved, you can use the drag and drop feature on the left to order the statuses however you’d like. You can also edit or delete the statuses using the icons to the right.