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Prospects - Events

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Similar to when working with sales projects, you can set up automated events to your prospecting campaigns as well. These automated events allow you to organize effective workflows that minimizes manual work. In this section we'll go through how you can use this powerful tool, and how to go about setting them up.

Navigation
Main menu - Admin - select prospecting campaign - Events tab (top of page)

A few examples of workflows you can create in this view:

  • Notify a sales manager when a prospect has either been converted to a sales project, or disqualified
  • Assign operations manager with the task of allocating internal resources to a new sales project, once prospect has been converted
  • Advise a regional sales team when marketing has added a new prospect to their leads list
  • Remove a prospect label when it is converted to a sales project

Click on Add
Select the event you want to use as the trigger for a specific action

Prospect created
This occurs when a company has been added as a prospect to any one of the prospecting campaigns created.

Prospect converted to sales project
This occurs when a prospect has gone through the qualification process and is converted to an opportunity that subsequently enters the first stage of the sales process in the pipeline.

Prospect disqualified
This occurs when a prospect does not meet the qualification criteria and is disqualified by the prospect owner.

Coaching / Red Flag / Warning
The above are triggered based on the rules of each prospecting campaign. For example, a coaching advice or red flag can be applied if a new prospect has not been contacted within a specific number of days.

Category set to
This occurs when the prospect owner assigns a particular category to a prospect. Categories can be used to help prioritize (e.g hot or cold) or to highlight where in the qualification process a prospect is currently at (e.g demo booked, demo completed etc)

Owner changed
This occurs when the prospect owner is changed from one person to another. This can be used either in bulk changes (but can produce a lot of events) or by going through prospects individually.

Next, select the action you want to apply for when this event occurs.

Add label
A label will be added to the prospect. For example, if an existing company is added to the prospect list, you can choose to add a label called "prospect" to the company.

Remove label
A label will be removed from the prospect. For example, if a prospect is disqualified, you can remove the prospect label that was added when the company was initially moved to the prospect list.

Send mail
Automatically send a template email to a list of contacts when the event occurs. For example, you can send an email to the sales manager when a prospect has been converted so he/she can sit down with the sales representative and create an action plan for winning the business.

Create task
Automatically assigns a particular person with a task to complete. For example, assigning the operations manager with the task of allocating internal resources for the new opportunity that has entered the pipeline. This will automatically show up in his/her Membrain task list.

Example 1
We want to create an event that automatically notifies a sales manager when a prospect has been converted to a sales project, so he/she can create an action plan together with the sales representative.

Add
Event: Prospect converted to sales project
Action: Send Mail
Enter the email address to the sales manager
Tick "Send to prospect owner" box if he/she should also receive the email
Add own content for the template email, such as: "A prospect has been converted and has entered the pipeline. Click on the link in this email to see more. Schedule time with the sales project owner to establish an action plan to win the business"
Save

Example 2
We want to create an event that automatically assigns the operations manager with a task of allocating internal resources for the new opportunity that has entered the pipeline

Add
Event: Prospect converted to sales project
Action: Create Task
Select the Operations Manager in the drop down list under "Create Task For"
Select the type of task in the next drop down list
If you wish to hide the task until a later time, enter the number of days in the box provided
Add a text that will be visible in the task created, such as: "A prospect has been converted and has entered the pipeline. Click on the link in this email to see more. Please allocate the internal resources required for this sales project ASAP!.
Save

If you encounter any issues when creating the automated prospecting events, please click on the Megaphone in the main menu to either log a support ticket or provide the Membrain team with your feedback on how we can improve this view!