16 comments
Avatar
Jamie Pride
One additional question I have with the leads inbox - is the use case of deleting leads versus archiving leads? How are people generally this - in the event that a lead does not convert into an opportunity are you deleting the lead or archiving it?
Hide Replies 1
Avatar
Administrator
paulminors
In most cases you're going to want to archive. If the lead simply doesn't qualify or doesn't respond, archive it. As it's good to have the history and data for reporting. If the lead was created by mistake or is a duplicate, delete it.
Avatar
Jamie Pride
This is by far the biggest problem I am trying to solve! We have two additional pipelines - one pipeline for prospecting - and one pipeline for nurturing. I think prospecting is probably easily solved with the lead inbox - although we currently tags prospect by "activity type" - email/call etc. Harder is nurturing. Do you use tags to drive alot of your automation. I guess we could use automate to apply specific tags on project completion or in the event of a deflected prospecting call. Our fear is that the activities section just gets filled up with a heap of stuff and becomes over wheming - where managing a pipeline feels more controlled - if you get my drift!
Hide Replies 5
Avatar
Administrator
paulminors
So firstly I think yes using the lead inbox for prospecting (rather than a pipeline) is a better way to go.

For nurture, personally I like to keep the deal in the main sales pipeline in whatever stage they reached. This helps to maintain the accuracy of reporting, particularly your conversion funnel report. Whereas if you move the deal to a different pipeline, it throws your conversion metrics off.

Instead, I like to trigger nurture campaigns via a third-party automation tool (I use convertKit) when a deal is lost. Or you could trigger this from a custom field change if you don't want too many activities building up.
Hide Replies 4
Avatar
Unverified comment
Jamie Pride
Hi Paul - so just to clarify - for nurturing specifically. If you decide to "nurture" and opportunity - you mark it lost in the stage it got to - and then trigger some kind of 3rd party nurture activity (eg convert kit).

The specific scenario I am thinking about is when a deal progresses to proposal - and then stalls - and the client says come back to us in (eg we will be ready to buy in two months) - call us then.

Would you recommend leaving the deal in the stage with an activity to call in 2 months (and just deal with the rotting) - or would you mark the deal as lost and schedule a followup activity? Right now we move the deal to a nurture pipeline that has stages by month to trigger followup.
Hide Replies 3
Avatar
Administrator
paulminors
Yes but this is just how I'd do it. Some people send nurture emails during the sales funnel but I prefer to follow up personally as I feel it's more effective. I only use nurture campaigns when a lead goes cold or stops responding.

For deals where they say "Come back in a few months" I prefer to mark it as lost to get it off my pipeline (as it's no longer an active deal right now) and I assign an activity to follow up in a few months. Then, if I successfully reconnect, I reopen the deal.
Hide Replies 2
Avatar
Jamie Pride
Many thanks Paul. Loving the course. I've been using PD for years and I'm still picking great advice!
Hide Replies 1
Avatar
Administrator
paulminors
Glad to hear it Jamie!
Avatar Placeholder
helenmariefox
Hi Paul - Andrea here. We initially setup a separate pipeline for leads with stages representing where we are at in initial discussions - they enter the pipeline from a form/landing page, made contact, joined FB group, booked a call, etc. - at which point they move to our sales pipeline for tracking the actual deal.

We'd like to move the leads over from that initial pipeline to the Leads Inbox and us labels/tags where we previously had stages, and use that for leads tracking going forward.

Any tips on how to bulk move and tag from a pipeline to the Leads Inbox?
Hide Replies 3
Avatar
Administrator
paulminors
I'm afraid deals cannot be converted back into leads (but leads can be converted to deals). So what you'll need to do is export those deals and import them as leads to the lead inbox. Then bulk delete the deals from the original pipeline. Hope that helps but please let me know if you have any other questions.
Hide Replies 2
Avatar
Jamie Pride
You can actually convert deals back into leads now using the three dot menu on the activity record.
Hide Replies 1
Avatar
Administrator
paulminors
Yes it was updated recently. I'm glad this is possible now 👍
Avatar Placeholder
ryantscott
I'm trying to define a "Cold Client" filter in the Contacts Timeline for contacts I haven't interacted with in a while and am having trouble defining the logic to drive it. How would you define this?
Hide Replies 1
Avatar
Administrator
paulminors
There are a few ways you could do this. One is to simply use a label to group cold contacts together. You could also create a filter and use the 'Last activity date' field to identify contacts you haven't contacted in a while.
Avatar Placeholder
Unverified comment
Lenny
Hi Paul...Great lesson. Question about the contacts timeline. One of the biggest challenges I find nurturing relationships is finding the time to actually stop and just do it. It's always something that can be done tomorrow. Using your example in the video, you pulled about about 75 "important contacts" that you wanted to stay in touch with quarterly. And, you picked out a contact with the little plus sign all the way to the right and you mentioned setting up an activity for them. Is there any way to automate this process? I'm thinking something along these lines. Maybe set up a sequences where you put these contacts in an email que that emails a few contacts a day saying something like, "Hey contact, I hope all is well. It's been awhile. Do you have sometime to catch up in the near future? I'd love to have a quick chat to see how things have been. Check my calendar below and schedule some time at your convenience. Looking forward to it. Any possibilities along these lines?
Hide Replies 1
Avatar
Administrator
paulminors
Great question Lenny. Yes, you could set up an automation where when you tag a contact with VIP, it create an activity. Then if you complete this, it continually creates a new follow up activity. Or, like you said, you could use a 3rd party service like Mailchimp or ConvertKit to send an email every 3 months or something.