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- B2B CRM
- Who it's for
- Professional and business services
Professional and business services
Consultancies, agencies, law and accounting practices, engineering firms and outsourcers sell through relationships, and the people who sell are often the people who deliver. The CRM has to be light enough that a partner keeps it current between client work, and structured enough that the firm can forecast.
How B2B CRM is set up for you
Referrals and partners as sources
Lead sources include referral and partner channels, a referring firm is named on the lead as a partner account, and the conversion funnel shows which relationships produce work.
Proposals with scope
A quote’s lines are services and hours or days. The scope of work field carries the scope wording and prints on the proposal without triggering a review; only a deviation from the standard terms, written in special terms, goes to the deal desk before the proposal reaches the client.
Retainers and framework agreements
A retainer is a contract with an end date, a notice deadline and a billing frequency. A framework agreement is a contract whose call-offs are expansion deals on the account, each adding lines that name the deal.
Many contacts, few sites
The contact record with department, seniority and reporting line matters more than the site list, and the org chart on the account shows which relationships the firm holds and which it lacks.
The partner's own book
My Open Opportunities and My Activities Today are the two screens a delivering partner needs. The weekly forecast is submitted from the same list of deals, on total value.
Handover to delivery
Once the deal desk has matched a won proposal to the signed engagement letter, it becomes a contract with dates and value that the delivery side and finance read. The handover activity records what was sold.
Features to start with
Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
Pipeline
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
Roles on the team
- Sales Development Rep
- Works inbound and outbound leads to qualification and hands them to an account executive.
- Account Executive
- Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
- Sales Manager
- Runs a team of reps: approves negotiation and discounts within manager authority, approves the team’s realignment moves, reviews forecasts and sets quotas.
- Deal Desk
- Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
- Customer Success Manager
- Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
- Sales Operations
- Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Set up B2B CRM your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.