Як організувати контакти продажів, щоб нічого не загублювалось

Протокол вирішення

1. 01

   Define 5 contact statuses

   Lead (unqualified), Prospect (qualified but no meeting), Active Deal (in pipeline), Customer (closed won), Lost. Every contact belongs to exactly one status. Ambiguity here is the root cause of follow-up failure.

2. 02

   Tag by lead source

   Inbound (web form, content), Outbound (cold email, LinkedIn), Referral, Event, Paid. This single property tells you which channel ROI to measure — and which to cut.

3. 03

   Set a 'next action' and due date for every active contact

   If a contact has no scheduled next action, it doesn't exist in your sales process. Use your CRM's task/activity system. Filter by 'overdue tasks' every morning — that's your call list.

4. 04

   Archive, not delete, dead leads

   Mark them 'Unqualified' with a reason code (budget, timing, fit, competition). Three months of reason codes reveal your top disqualification pattern — which is often a targeting problem, not a sales problem.