You Don't Need a CRM! Academy

The importance of categorizing your leads

If you’re a sales rep, you know that keeping your leads organized is not only key to organizing your sales activities, but also to understanding your business and clients. It’s essential that you keep track of what you’re selling and to whom you’re selling. If you don’t do that on a daily basis, you’ll have to spend half a day or even an entire day doing it afterwards when you need to produce a report.

With You Don’t Need a CRM! this becomes another extremely easy task. Admins need to predefine Categories and Tags then users only need to select from the appropriate ones when managing a lead. Easy!

For example: If your company sells Product A and Product B in NYC, Washington DC, Miami and Orlando, you need to have two categories: Products and Cities. Inside those categories you will have as tags, the name of the products and the different cities. The importance of using tags is to enable you to easily filter your leads and access specific statistics. If one day you only work on Product A, you only need to click once to activate that filter. If you wish to analyse the performance between different products you're selling, you only need to go to the Statistics section of your account and filter them by category of product.

When you create a category, you can specify if you want it to be mandatory or not. Thus, when you create a new lead manually sales people will have to select at least one of the tags of those mandatory categories. This sort of mechanism is very useful for a category such as "Origin", which should always be set for every lead if you want to know where your leads are coming from.

Basically, you don't want to be adding this information to hundreds of closing leads later in your process – get it set up straight away!

Read also: The benefit of tags to optimize your sales

Next post: Managing multiple contacts in the same company

You Don't Need a CRM! is an incredibly simple and efficient web based software built for your sales teams.
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  1. Organizing your sales activity
    1. Our philosophy
    2. Suspects (unqualified prospects) vs. leads
    3. Prospecting lists, leads & client folders
    4. Status vs. sales steps
    5. Defining key information on leads
    6. The importance of categorizing your leads
    7. Managing multiple contacts in the same company
    8. Admin, team manager & user
    9. Customizing your account interface
  2. Organizing your daily activities
    1. Every morning, know exactly what leads you need to work on
    2. Follow up the history of your exchanges & BCC email conversations
    3. Set reminders and synchronize your account with your calendar
    4. Extended, compact & pipeline mode
    5. Create several pipelines to analyse different sales processes
    6. Make your most important leads stand out
    7. Find leads by using filters
  3. Learn how to use prospecting lists
    1. When and how to use prospecting lists
    2. Only turn a row into a lead once the contact is qualified
    3. The importance of using column names
    4. Magic columns
  4. Working on the go
    1. Mobile app
    2. Using the speech recognition
    3. Scan your business cards
  5. Adding leads from external sources
    1. By e-mail
    2. From your partners
    3. From a contact form
  6. Follow up your business’s activity - understanding it and collaborating
    1. Analyze your activity by category or by salesperson
    2. Find the leads that have been pending for too long
    3. ROI of specific actions, or of a specific month activity
    4. Using the Activity feed to manage your team
    5. Follow the sales activity every morning thanks to the daily activity e-mail
    6. Exporting your data for reporting or marketing purposes
  7. Manage your existing customers
    1. Following up on your won clients
    2. How to manage upsells and renewals vs follow-up
  8. Connect You Don’t Need a CRM! to other apps
    1. How to connect: Zapier, API & direct integration
    2. Send notifications or fire actions based on events