Homepage/ Deals Page of Pipedrive

To Search existing To add a new organization or Deal

organization or Deal

User
Stages Name

View of the pipeline which tracks sales opportunities (deals) through stages

Pipeline stages

Stages Criteria Actions Done by

Initial Qualification; Industry, Products, Turnover, Active,

Database Profitable Sales development
When to convert lead from database; Multiple & qualified
Lead POC, once complete the prospecting Sales development
Prospect When to convert prospect from lead; Once Demo Done Sales development
When to convert Proposal & scope from prospect; When
Proposal & commercial shared with Client or scope / SOW discussion Pre-Sales
Scope started Consultant
Trial can be started post demo or after Proposal; When
Client is interested to have the Trail/Pilot (Free/Paid) based Pre-Sales
Trials on SP policy Consultant
Commercial When to convert Commercial Negotiation; When negotiation Pre-Sales
Negotiation or Commercial Discussion started Consultant
Sales
when every contact available of the company stops Development /Pre-
No Response responding Sales Consultant
Lost When following reasons are there like – Loss Making, Low Pre-Sales
turnover, Limited Transporters, Contractual Business, In Consultant / SDR
 house Software, demo done-Not interested, Commercial
negotiation failed, using other software, Ex-factory Dispatch,
others
Invoice Pre-Sales
Raised When we raise the Tax invoice Consultant
Pre-Sales
Won When we won a deal, First Payment received Consultant

Other than followings Notes are Important to create the Different Stages in Pipedrive-
 After doing the Initial Qualification create the Database of the Company
 After final qualification create the Lead of the company. Mention each mail and
conversation done with the POC in the Pipedrive.
 After Demo done with the POC, create the Prospect of the company with all the
mandatory details mentioned above
 If after Demo, if the client asks for free POC, then add it to Trail stage but if client ask to
share the proposal, then add it into Proposal & Scope Mapping.
 If the negotiation starts on the Proposal, add it to Commercial Negotiation Stage.

Won Format
Against vendor
No. of Modules, Product, Pricing
per shipment, Subscription,
Final Summary branches

ICP - The ideal customer profile

An ideal customer profile is defined as the type of company that would benefit the most from your product or
service. Companies that fit your ICP are most likely to buy and continue to use your product, making them
extremely important for business growth.

Client Suspecting
Company Name
Industry
Client Products
Meeting Agenda: Intro Meeting/
Demo
Source of Lead
Client’s Requirement
Any specific ask by client
Name two clients of same industry
Name 1-2 clients of same city/ state
Existing System
ERP
Is client evaluation other vendors (if
yes, mention name)
No. of FTL
No. of PTL
No. of Branches
Turnover
Expected Revenue
Budget
 Authority (Decision Maker)
Need
Timelines

Prospecting
Prospecting allows you to identify good-fit customers for your business. This means finding leads who truly need
your product or service to solve their challenges and pain points. It’s not similar Cold calling, it is a process of
putting clients into sales pipeline.

Prospect
A prospect (not a lead) can be classified as a potential customer.

How can you Prospect

1. Research your prospect and their business to gauge whether you can provide value.
2. Prepare a personalized pitch for each prospect.
3. Craft the perfect first touch — and ensure you're helping, not selling.
4. Iterate on your prospecting process to understand what you can improve.

Qualifiers Criteria
1. Belongs to relevant industry.
2. Turnover of the company must be =>500 cr, they are the priority.
3. Profitable company.
4. Priority Prospect will always be in Top management, who is having decision making power or our second
priority to prospect the influencer in decision making power.
5. Like, MD, Director, owner, CEO, logistics manager, SCM manager, IT manager, Purchase manager,
operations manager.
6. The percentage of FTL should be more.
7. They are willing to buy a logistics software and they should have budget for this accordingly.

Parameters of prospecting
1. Before starting any deal and setting up contact with POC, block your time for prospecting.
2. Don’t just sell. Make them aware about your company and its offerings, educate them.
3. Prospecting is checking the interest and potential of the prospects to qualify them for the sales funnel.
4. Connect with your prospects on different channels
5. Customise your sales pitch according the prospect and its requirement.
6. Tell the prospect what problem of him you can solve.
7. Share existing case studies.
8. Start with mailing first and start contacting the client over the call.

Lead Tracker
 From this Drop-Down Menu you can filter sales opportunities through the various stages of the
sales process Like –

 Lead Tracker – All the lead and deals of SPOT

 TMS – All the lead and deals of TMS
 MQL- Marketing qualified leads details
 Partners- When the lead is not End User lead, we are targeting for Partnership like
Reseller partner, Consultant Partner, However actual Lead/End user Lead generated thru
Partners will be created under Lead Tracker, and source would be the Partner Company
Name.
 Exim- All the such leads when client is looking for only EXIM.
 Procurement- All the leads for future reference of Material Procurement.
 Database for Future- Leads which are not useful now, but maybe in future we can target.
 Optimization-
 WMS- Leads which are for WMS, we can park here.
 Africa- Details of All Africa leads using by international sales team

Activity
Details
Activity
Viewer

Activity
Notes

Activity
Owner

With whom
Activity is
performed
Typical activists may include:

 Email follow-up
Note; need to BCC Pipedrive id, if you don’t have ID then Copy paste the whole
email with Important attachment like Latest Commercial, RFQ, SOW etc.

 Phone call – Only if the conversation Held with the client

 Task – It should be anything like Follow up call, Any Specific related to deal.

 Meeting – it can be Online or F2F like Doubt Clearing Meeting, Training Meeting,
Requirement understanding, Clarification regard to Product, commercial, SOW etc.

Minutes of the Meeting (_______ <> SP)

Location:
Date and Time:
Attendees from prospect
team with profile:
Attendees from SP:
Meeting Agenda: Intro
 Meeting/ Demo
TMS and its various modules
• Contract Management
• Vehicle Indenting
• Track and Trace
• EPOD
• Freight Bill Settlement
Discussion Summary • MIS & Reports

Doubt Meeting, Training Meeting, Requirement

understanding, Clarification regard to Product,
Meeting Type commercial, SOW etc.
Action Items:

 Demo

Demo Format
Company Name
Location
Industry
Attendees from prospect team with
profile
Attendees from SP:
Meeting Agenda: Intro Meeting/
Demo
Demo Presenter:
Source of Lead
Client’s Requirement
Product
Modules Covered:
Key Pain Area / Challenges
Pending query to revert (if any)
Existing System:
ERP
Is Integration Required
Is client evaluating other vendors (if
yes, mention name)
No. of FTL
No. of PTL
No. of Branches
Turnover
Annual Freight Cost
Next Step
Expected Revenue

 Re Demo
 Re-Demo Format
Attendees from prospect team with
profile:
Attendees from SP:
Purpose Of Re-demo
Demo Presenter:
New Attendees Feedback
Summary of Re Demo
Next Step

From This window you can see all the activities like email, Call, Tasks schedule for a day.

Mail – from here you can get details of all your Mail sent by you

Search Contact by Alphabets Contact Owner

Contact
Details

From the Left Corner, you can see the Contact Tab – By opening this tab, you’ll get all the details
of the contacts associate with Contact owner.
You may filter the contact Owner
You may search contact details easily by clicking on alphabets
Contact Details with Label, Organization Name, Email, Phone Number
You, may also see No. of Contacts associated with your name.

Deal Owner
Need to fill expected revenue once Name
Expected revenue, Contact
Demo Done/Proposal Shared
Person, Company’s Name

Deal’s Name From here

you can
mark
Stages
whether
of Deal
Lead is
Won/Lost

Name
of the
KAM
can be
Added
here

Deals Home page – From here you may see the Deals Details.
Deal’s Name, Deal Stage, Deal owner, Product, expected Revenue, Person’s in Conversation, and
in How many days the deal is in particular Stage
Sales Associate will be the owner of Lead
KAM – 1. One who has given the Demo.
2. Who has taken the next round or Demo or Pre-sales Consultant or anyone who is taking part in
the activities of the Deal.

Organization - Company LinkedIn URL, FTL, PTL, Vehicles per month, turnover, Industry,
Source, Address, Website, Product these are the Important fields to be filled in this form.

How to Add Organization?

Step1 – Click on the Quick Add icon.

Step 2 – Click on the option you want to add or CTRL+O.

Step 3 – Add all the details in the Enquiry form and save it.

How to create Deal?

Step1 – Click on the Quick Add icon.

Step 2 – Click on the option you want to add or CTRL+D.

Step3a- Select the organization you want add Deal in. If the
organization is not in the Pipedrive, first create the organization.
 Step3b- Select the existing organization you want add Deal in.

Step4- Fill in all the details given in the enquiry form and save it.

Step5- If there are different branches of the Company, add a deal

with Branch Name in the same organization.
Step6- Add all the products to the Deal.

Benefits
 By adding all the Important details, you may easily get the details of the organization in a
go.
 If you add multiple deals of same organization under that organization, it will help you and
other team members, as they will easily get to know how many deals are there and for
what all products.

Person/ POC - one who is the Active Key person of the Deal. Person Details need to filled
along with their Designation, LinkedIn Id.

Participant - All the participants should be mentioned in the List of people who you are in
conversation with and who all attended the demo.
As soon as you find details of any person in Mail or in any mail trail, add them to participants.
Document Attached - All the documents should be attached in the Pipedrive like
Commercial, TP List, Product deck. By mentioning the Email address given Below in BCC.

Benefits of having Information Updates In CRM

Following are the Important Field to be filled in The Pipedrive. Why?

1. Name of Organization -
2. Expected Revenue – It will help you to build your Pipeline
3. POC Details -
4. In which stage Deal is – to track the data easily and to create the reports
5. Product of Company- it will help in to understand the company Use case
6. Vehicles per month – for expecting the revenue
7. Annual Freight – help to find out how much client will spend on our Software/ technology
8. Turnover -
9. Source -
10. Label
11. Website
12. Industry
13. Address
14. Credit Rating
15. Company LinkedIn URL
16. FTL
 17. PTL
18. Participants

Insights

Landing page of the INSIGHTS, where you may look after the insights of your Leads and
Deals.

Customize the time

period
You may also select the time period from the Filters given or Drop-Down menu or customize the
Time by Calendar.

Deal Started – from this insight you may able to see, how many new deals you made in the
custom time period (here Last Month).
From this report, you may see Deal’s performance. How many of your deals are Open and Lost.

From this report, you may see Deal’s Progress. How many of your deals are in different stages of
Pipeline like Database, Leads, Prospect, Proposal & Scope Mapping, Trials, Commercial
Negotiation and No response.
From this report you may see, How many deals are lost and for what reason.

And from this table you’ll get all the details description of all deals which are lost

From Deal conversation report, you may see how many deals shifts to different Stage (Database
to Leads to Prospects etc)
You may change the stages by applying filter, It will show many deals/leads are in Particular
Stage.

By applying the Filter, In the above screenshot, you may see How many leads convert to Prospect
n prospect to Proposal & Scope Mapping

Points to add
 Drop down for our Solution/Product for which meeting is Done
 Drop Down for Sources.
 Need to check whether we can see the Mail Opened or Read by Client.
 How we can Add the annual freight charges details just by knowing the Turnover
 Lost against Vendor – Why?
 Won against Vendor – Why?
 Need to change Partner’s Stages Window.
 Need to add sub sources of sources
 In Won/Lost tab add Against which vendor

Benefits of Using PipeDrive (CRM)

 It helps you to manage all your Data at the same place with all the required details.
 It reduced the manual intervention, which helps you to save time.
 It helps you in Increase you Sales Cycle
 If you fill all the Details properly, Pipedrive helps you in many ways like, creating a
pipeline, expecting Closure Amount, No. of Companies you have to work, what all product
that companies deal in and etc.