Growth machineSales pipelineHow to design your sales processBuild rules that distribute leads to the right reps based on territory, company size, or product fit so every lead gets handled fast.
Lead routing sounds simple until you have multiple reps, different territories, and various product lines. Manual assignment creates delays and inequity some reps get all the hot leads whilst others get leftovers. Automated routing distributes leads instantly based on rules: geography, company size, product interest, or round-robin. This ensures fast follow-up, fair distribution, and proper specialisation. But bad routing rules create chaos leads assigned to the wrong rep, duplicates, or gaps where nobody owns certain accounts. This chapter shows you how to design routing logic that works, configure it in your CRM, and handle edge cases that break most routing systems.
Automate scheduling, pre-meeting prep, and post-meeting follow-up so nothing falls through cracks and every call advances the deal forward.
Most sales processes are cobbled together inconsistent stages, unclear handoffs, and no visibility into what's working. A proper process turns chaos into predictability. Define stages that match how buyers actually decide, automate the busywork, and track metrics that reveal bottlenecks before deals stall.
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PandaDoc creates proposals, quotes, and contracts with content libraries, e-signature, and payment collection for sales teams.
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Collaborative design for interfaces and assets excellent for landing pages, ads, and prototypes when marketing and design need alignment.
All in one CRM with marketing, sales and service, strong when you want one system that teams adopt.
Lemcal provides instant meeting scheduling optimised for speed with one-click booking, availability pools, and sales-focused features.
Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.
Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.
Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
Connect triggers to actions across systems so repetitive tasks happen automatically and teams can focus on work that requires judgement instead of admin.
Define events that start automation workflows so the right message reaches people at the right moment based on their actual behaviour not arbitrary timing.
