ZenShare Suite is based on Lead To Cash.
Mastering the Lead to Cash process means finding solutions that can trigger the virtuous circle of company performance which translates into an increase in sales and greater customer satisfaction.
The ZenShare Suite offers the end customer a complete application tool capable of managing business processes (primary and support processes) without interruption:
• marketing (primary process)
• sales (primary process)
• customer care (primary process)
• administration (support process)
• projects (primary process)
• purchases (support process)
• human resources (support process)
• electronic invoicing (support process)
What is Lead To Cash?
It is a process that includes within it a chain of other processes:
Lead to Opportunity
The identification of new leads potentially interested in our company is followed by the identification and use of analytical tools to assess the potential of the lead. The lead is converted into an opportunity based on the lead score and assigned to the salesperson who will take care of following relationships with the potential customer.
Opportunity to Quote
the salesperson in charge assesses the availability of the opportunity to receive a quote using, if possible, other technologically advanced tools (CPQ) to quickly generate an economic quotation of the goods and / or services offered, taking care to monitor even after sending the quotation, the status and the evolution of the opportunity.
Quote to Order
when the quote is sent, negotiations may follow until a final agreement is reached. With the acceptance of the estimate and therefore the validation and approval of the sales order, the opportunity is converted into a contract.
Order to Cash
the conversion into a contract determines the start of the project, which is followed by the planning of the activities, the allocation of resources, the possible management of the purchase orders necessary for the realization of the project, the preparation of a system of reporting of activities (timesheet).
During realization of the project, it will be necessary to monitor the margins, the progress of the activities, the compliance with deadlines, all the events potentially capable of causing economic deviations from what was budgeted and the possibility of implementing the right corrective actions.
Once the project is completed, adequate customer care tools will be needed to assist and support the customer to ensure an ever-increasing level of satisfaction; indispensable prerequisite for the triggering of new economic opportunities on that customer.
It will also be important to check that invoices are issued correctly and that the related payments are made within the deadlines.
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| 1. CAPTURE LEAD Acquire leads through multiple points of contact. |
2. QUALIFY LEAD Qualify and evaluate leads by giving priority to those most in target and with greater interest. |
3. NURTURE & SCORE Increase knowledge that leads have of your company and of your products. |
4. ASSIGN LEAD Assign the lead with high score to the salesperson. |
5. CONVERT LEAD After the feed-back positive salesperson convert the lead into contact. |
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| 1. IDENTIFY OPPORTUNITY Identify opportunities with higher potential |
2. QUALIFY, DEAL, TIMING Define the characteristics of the opportunity |
3. MANAGE SAMPLES Manage product samples |
4. CONFIGURE, PRICE, QUOTE Configure quotes in a structured way |
5. SEND QUOTE Send the quote |
6. FORECAST OPPORTUNITY Control information on the opportunity |
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| 1. NEGOTIATE QUOTE Manage the negotiation of the quote |
2. MONITOR QUOTE STATUS Monitor the status of the listing |
3. VALIDATE SALES ORDER Validate the order of sale |
4. APPROVE SALES ORDER Approve the sale order |
5. CONVERT TO CONTRACT Convert the opportunity in contract |
6. SEND ORDER TO ERP Send the order to the software |
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| 1. OPEN AND MANAGE PROJECT Plan your activities, allocate resources, schedule timesheet, manage purchase orders |
2. MONITOR P&L Monitor revenues, costs, margins of profitability and economic deviations in relation to the quotation |
3. CLOSE PROJECT Close the project |
4. MANAGE CUSTOMER CARE Manage customer care and case management services |
5. MANAGE REVENUES Issue the invoice and check the payments |
6. CLOSE CONTRACT Close the contract. Are new sales opportunities coming up? Re-start the process! |
It doesn’t matter if yours is a large or small company, you will be able to achieve greater agility at work, and put customers at the center of your sales strategy.
Are you interested in ZenShare Suite?
Contact us and you will receive directly from one of our consultants all the information necessary to choose the solution that best suits your company’s needs.
