Managing Your Data/Contacts

Ensure that you keep all your contacts in one place! Know where to find a phone number, add a tag/note, or set a quick reminder. All this can be done with a clear timeline to keep your CRM organised.

All of this is easy to do with popcorn. You can see exactly what you need to speak to someone about, at exactly the right time.

Managing your Leads

Recreate your sales process in visual sales pipelines. That way you can always see exactly how many people are in each stage of your process. You could also look to add a pipeline for each month of the year, then along with the reminder, you can drag a contact into the month they need following up in, making it much easier to give sales a push when you need to.

popcorn’s CRM has smart tracking tools built in! You can create completely unique finger prints (more than an IP address) for each contact. After they open your email, you can track them to your website for up to three months later.

Nurturing your Prospects

Whether it’s social media, telemarketing or direct mail, your marketing should always have several strings to it. But sitting at its core should be email marketing. You'll want the intelligence email marketing gives you to tie all the marketing strings together.

This is most effective when it’s combined with your CRM database and website traffic. Used with lead scoring, you can now see what your contacts are genuinely interested in. What's more, popcorn can use these tools to automatically spot buying behaviours and hot prospects for you.

You will know where your contact is being led every step of the way – from a direct mail campaign to their visits onto your website. You can then set automated responses so that you know when and how to follow up. Or, you could use popcorn’s segmenting tool to identify specific contacts and export the list.

Turning Contacts into Prospects

This is where popcorn brings all this intelligence from your CRM, email marketing and website tracking together. Now you can identify the golden nuggets that are customers who are in the research and buying cycles.

popcorn identifies them as hot, warm or cool prospects, based upon their engagement levels, allowing you to segment your contacts. If you want to target contacts based on specific categories, it will only take seconds!

Now you can choose what to do with them. You can pick up the phone and speak to the hot prospects, add them to a sales pipeline, export the list to give to an external telesales company, send a targeted email or tag them to bring them into a bigger campaign.

Remember – when you segment your database you typically see a 60% improvement in contact engagement. Importantly, your customers also prefer it, as they only receive the messages that are relevant to them.

Turning a Prospect into a Customer

Now that you have segmented your contacts and picked the hot prospects, it’s time to start nurturing the others through your sales pipeline. 

There are a couple of ways our users do this. The most popular is to either manually progress them or create work-flow automation based upon their engagement. That means you can progress your contacts to the next stage of your sales process. You can drag and drop the contact along and see all their details in a single click.

Alternatively, you can use the segmented contacts to send targeted mails that will support you, driving more engagement and enquiries. 

When you are at this stage of the sales cycle, it is often best to pick up the phone. As they're the customers you've nurtured, typically this will only be a handful of contacts. Base it around the intelligence that popcorn has generated: you should be able to have a meaningful conversation from it.

Our users sometimes find they can either generate too many or not enough hot prospects. This is where you can adjust the scoring, to refine what is flagged as a hot, warm or cool prospect, which will then all be automatically added into your New Prospects sales pipeline. 

Sales pipelines are a simple and visual way of managing your sales process. You can easily evolve it with your sales process as you refine it.

Turning Contacts into Prospects