Sales Process - Gathering more information

The 3 Boxes

The 3 boxes below your sales process, often referred to as the What, Who and Why boxes, are used to capture key information about the Sales Project itself. Each box can be renamed and is designed to record different types of data to help give a clear overview of the Sales Project and its status.  

Left box - What

This box is designed to record the hard facts about the project, that you want to measure or analyze. All information here is stored in what are known as custom fields.

Some examples of things to capture might be: Competitors, Products and Services, Current provider, Value proposition, Unique Selling Points etc

1. Click on the header "What" to rename to something more relevant to your methodology.
2. Add a description of what information that belongs in each box, if required.
3. Click "+Add Custom Field" to create a custom field - a place in Membrain where this information you wish to capture will live in Membrain. 
4. If this is your first sales process, you most likely don't have any custom fields created yet, so click on the blue link "New Custom Field"
5. You can then choose the type of Custom Field you would like to create, based on the type of information you wish to capture. 

Middle box - Who

Enter the Stakeholder Roles you wish to capture in the middlebox.  Membrain provides you with predefined Roles that you can use to describe these stakeholders as you add them to your Sales Project. Or you can create your own to suit your business.

1. Click on “Add Stakeholder”
2. Add the important stakeholder roles that you would like to be captured for each sales project. Keep in mind that this box will always ask for these stakeholders that you outline here.
3. If the roles available don't suit the terminology you use internally, you can create new Stakeholder roles by clicking on “+New role” at the bottom of the drop-down list.
4. Select whether they are External or Internal, they will then be grouped in the list for clarity. External stakeholders are people external to your own organization, by default these will be the contacts from the company associated with the sales project. Internal people are people internal to your organization such as technical experts, project managers or other resources that help bring new clients on-board.

Learn more about Creating Stakeholder Roles to suit your workflow

Right box - Why

This box is designed to record the more high-level information about the project. Details recorded here should give you a clear understanding of why you are here, what the client is looking to achieve, and how you can help.  

Data captured here is purely text and can not be used for reporting or for win/loss analysis.

Some examples of things to capture might be: "What can we offer that our competition can't?", "What are our weaknesses?" or "What is the customer's motivation to change?" etc

1. Click on the header "Why" to rename to something more relevant to your business.
2. Add a description of what information that belongs in each box, if required.
3. Click "+Add Text Field" to create a new text field - where this information you wish to capture will live in Membrain.
4. Click on the blue link "New Text Field"
5. Enter the question in “Name” field
6. If required, enter a description about why this question is posed and your expectations around how you want the sales professional to answer
7. Click Save & Publish Field.