Help…I am Drowning in Salespeople Follow-Up!

Imagine a company with 5 salespeople that doesn’t have a CRM system. It’s like running a business with your hands tied behind your back.

Mary and Pat Dealmaker have owned 2Ds Business Brokerage (2D) for 5 years. Three years ago, they hired 2 salespeople. Mary, the sales manager, spent all her time tracking everyone’s leads, opportunities, and relationships. She managed it all in spreadsheets and emails, and it was a nightmare.

Mary knew she needed help and reached out to her business coach who said – “GET A CRM”.

2Ds’ Needs

Mary and Pat listed their needs:

Automate lead capture – Many buyers submit online forms looking for businesses to buy. 2D missed many submissions.
Deal tracking – Has the NDA been signed?
Buyer tracking – We need to reach buyers by industry and geography.
Deal room – We need to display businesses for sale so buyers can see them.
Track all prospect and customer interactions in 1 place.

Mary and Pat knew a CRM was the solution to address these needs.

Deals, Deals and More Deals

Mary knew they had more deals than they could handle. She dreamed of a CRM’s impact. Imagine when:

Businesses for sale are searchable and displayed on our website.
Businesses for sale are tracked in our Deal Funnel.
Emails go out promoting businesses for sale to buyers based on their industry and geographic characteristics.
Every web submission is answered immediately and tracked for follow-up.
All notes, tasks, emails, and documents are all in one central place.

Pat smiled, “Once we set up the CRM to track deals, sellers, buyers, and referrers, we will be light years ahead of where we started and can add more salespeople.

How Did 2D Change its Sales Process?

2D’s CRM implementation focused on deal tracking, buyer outreach, and the deal room.

Deal Tracker – Prospecting new businesses for sale (BFS) and Tracking the BFS once 2D is hired to sell it. Prospect stages include Seller Qualified, 2D Proposal, Negotiation, and Hired to Sell.
Once hired, the BFS moves through a set of relevant Deal stages. At each stage, automation remind salespeople of relevant tasks and reach out to sellers.

Deal Room – The CRM is used to publish deal stats to 2D’s website. Now buyers see the BFSs 24/7.

Buyer Tracking – Buyers have specific business profiles maintained in the CRM to match them with BFSs.

Deal Lists – The CRM maintains up-to-date buyer email lists based on buyer profiles including industry and geographic interests.

Email Templates – The CRM maintains standard email templates for the emails sent to every buyer and seller. Just click on the template and it auto-populates the email.

Website Submissions – Every submission hits the CRM with emails to Mary and Pat for assignment to the sales team.

2D now has 5 salespeople finding sellers and buyers. “Using our CRM has made us an efficient sales machine.

We closed more sales last year than in our first 2 years combined.”

Imagine the Impact of a CRM on Your Business

I invite you to Chat about Closing More Sales

When you stack magnets, their power is exponential.

Stacking Magnets

Think about your best clients and what actions they took when first buying from you. Build magnets based on these actions. Here are examples of how to stack magnets:

Fractional CFO Service Company

TOFU – Cash-Flow Forecast Template for Founders.
MOFU – 3-part email class on “Scaling from 500K to 5M using videos.
BOFU – Free 30-minute “Financial Check” with a 90-day pilot option.

. Residential HVAC / Plumbing Contractor

TOFU – Seasonal Maintenance Checklist to Avoid Breakdowns
MOFU – Educational videos on “What To Check Before Calling For Help.
BOFU – Free home system inspection plus a discount on annual plans.

Specialty Retailer or E-Commerce Shop

TOFU – “Find Your Perfect Product Style” quiz with personalized recommendations and a small first-order discount.
MOFU – How-To Guides, Lookbooks, and Comparisons

BOFU – Limited-time starter kit, cart-abandonment coupons, and free shipping.

This “magnet stack” approach—clear value at each stage, linked to your core offer—will pull the right prospects from curiosity to commitment.

Getting it Done

Apex Advisory Group, a professional services firm, had four sales reps plus the owner selling and servicing clients, but deals were inconsistent and follow-up was ad-hoc.

Apex engaged CCC, www.cccsolutions.com, to help build their sustainable sales pipeline. The team focused on the ideal client’s journey, selected magnets, and created a sales process to manage prospects. The magnets were:

TOFU – Risk and Readiness Checklist.

MOFU – Quarterly Webinars and Case Studies

BOFU – Business Circle Invitation

CCC set up X2CRM to segment, track, and reach prospects and remind salespeople to follow up. At every stage, the CRM captured new information and responded based on specific prospect actions.

Apex Today

Apex now has a repeatable sales engine: Their magnets consistently attract new prospects, X2CRM nurtures and scores them, and the sales team focuses its energy on the best opportunities.

With CCC Solutions guiding strategy and configuration, Apex built a sustainable, measurable pipeline that increased sales while reducing the chaos of manual follow-up.

FREE ebook:
Build More Revenue with Less Follow Up Fatigue

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