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What is Lead-to-Cash?



Lead-to-Cash is a process that includes a concatenated series of other processes. It starts from the generation of new leads and the creation of new sales opportunities (lead to opportunity) then passes to the management of sales negotiations (opportunity to quote / opportunity to order) , and finally come to the generation of revenues (quote-to-cash).

It therefore consists of all those processes that link the generation of new leads, the intention of the customer to purchase and finally the effective realization of profit by the company.


ZenCRM helps you achieve the ambitious goal of managing the entire sales cycle with just one tool: from lead generation to invoice collection.

Lead to Opportunity

From the lead generation to its conversion into sale opportunity:



1. CAPTURE LEAD

Acquire leads through multiple points of contact (social media, marketing campaigns, events, public relations).

2. QUALIFY LEAD

Qualify and evaluate the leads giving priority to those more in target and more interested.

3. NURTURE&SCORE

Increase the knowledge that leads have about you and your company.

4. ASSIGN LEAD

When a lead increases its score, it assigns the lead to the sales person responsible for the engagement.

5. CONVERT LEAD

After a positive feed-back, convert the lead into contact.

Opportunity to Quote

From the qualification of the opportunity to the formulation of the offer:



1. IDENTIFY OPPORTUNITY

Identify opportunities with higher potential

2. QUALIFY DEAL&TIMING

Define the characteristics of the opportunity (economic value and timing)

3. MANAGE SAMPLES

Manage product samples in an organized and structured way




4. CONFIGURE PRICE QUOTATION

Configure your quote in a structured way

5. SEND QUOTE

Send the quote

6. FORECAST OPPORTUNITY

Control and monitor the information related to the opportunity

Quote to Order

From the convertion of the offer into contract to the order management:



1. NEGOTIATE QUOTE

Manage the quote negotiation

2. MONITOR QUOTE STATUS

Monitor your quote status

3. CONVERT INTO CONTRACT

Convert the opportunity into contract




4. VALIDATE SALES ORDER

Valida l'ordine di vendita

5. APPROVE SALES ORDER

Approve sale orders

6. SEND ORDER TO ERP

Send the order to the Enterprise Resource Planning

Order to Cash

From the sale order to invoice collection:



1. OPEN PROJECT

Apri la commessa
(per le aziende che lavorano per commesse)

2. MONITOR PAYMENT STATUS

Monitor the bills status ( both issued,and to be issued) and related payaments

3. CLOSE PROJECT

Chiudi la commessa
(per le aziende che lavorano per commesse)


4. CLOSE CONTRACT

Close the deal. New sales opportunities? Restart the process!

Why is the support to an automated management of the sales cycle so important?

The sales cycle of a company can be long, complex and there are many factors that can potentially go wrong putting at risk the success of a business.


      
  • Have you ever had to rework offers and quotes because prices, information on products and promotions were not updated?

  • Did your sales force sometimes show a tendency to sell some products, while ignoring the less known innovations and solutions but with a higher profit margin?

  • How many times common and trivial errors have slowed your sales cycle, increased costs and generated discontent among customers?

  • Do you often feel frustrated by the difficulty of combining quality, time, costs and customer satisfaction?


Mastering the Lead-to-Cash process basically means finding a solution to these questions and this is the goal of ZenCRM: providing solutions able to trigger that virtuous circle of business performance which translates into an increase in sales and in greater customer satisfaction.

Make the difference!

Regardless of the industry in which you operate, the lead-to-cash process helps you increase profits, eliminate business risks. It does not matter if your company is large or small, you will be able to get more agility at work, and put customers at the center of your sales strategy.

IMPROVE YOUR BUSINESS

Seize the opportunity to automate and digitize your business process.