Sales Automation Workflow

To design and implement a phased sales automation workflow leveraging Zoho CRM, paid ads, and content marketing to capture, qualify, and engage leads. This will involve automating lead tracking, intent signal gathering, and personalised outreach campaigns, culminating in a scalable, end-to-end sales funnel.

Phase 1: Data Integration and Intent Signal Tracking

Goals
Identify website visitors, content engagers, and email readers to gather actionable intent signals.
Enrich leads with company and personal details, dropping them into Zoho CRM for review by the Sales Development Representative (SDR) team.
Set up tools and workflows to capture and process data efficiently.

Requirements
Integration with Zoho CRM: Ensure seamless flow of data from website, emails, and social platforms into the CRM.
Lead Enrichment: Use tools like Clearbit, Apollo.io, or Hunter.io to gather data about leads (e.g., role, company size, and industry).
Intent Signal Tracking: Implement tracking mechanisms for:
Website traffic via Google Analytics or Zoho SalesIQ.
Email engagement via Zoho Campaigns.
Social media interactions.

Key Tools
Zoho CRM: Central repository for all lead and customer data.
Website Traffic Tracking: Google Analytics or Zoho PageSense.
Lead Enrichment: Clearbit, Apollo.io, or similar.
Marketing Automation: Zoho Campaigns for email tracking.

Phase 2: Personalised Outreach Campaign

Goals
Automate initial outreach via email and LinkedIn based on lead activity and intent signals.
Leverage Lemlist to create personalised, scalable campaigns.
Requirements
Initial Email Templates: Create touchpoint templates for different lead actions (e.g., downloaded content, opened an email).
LinkedIn Campaigns: Automate connection requests and follow-ups based on lead profiles.
Workflow Automation: Use tools like Zapier or Make.com to connect lead signals with Lemlist and Zoho CRM for timely follow-ups.

Key Tools
Lemlist: For email and LinkedIn outreach.
Zapier/Make.com: For automating workflows between tools.
Zoho CRM: For tracking outreach effectiveness and response rates.

Phase 3: Expansion to Full Sales Funnel

Goals
Build a comprehensive, end-to-end sales funnel covering all stages, from awareness to conversion.
Continuously optimise workflows based on performance data and insights.

Requirements
Lead Scoring: Implement scoring based on engagement and intent to prioritise high-quality leads.
Pipeline Management: Set up stages in Zoho CRM to monitor leads throughout the funnel.
Reporting: Develop dashboards to measure key metrics (e.g., engagement rates, conversion rates).

Key Tools
Pipeline Management: Zoho CRM.
Lead Scoring: Built into Zoho or third-party tools like HubSpot.
Analytics and Reporting: Zoho Analytics or Google Data Studio.

Ideal Candidate Profile
Expertise in Zoho CRM and related integrations.
Experience with marketing automation tools (e.g., Lemlist, Zapier).
Familiarity with paid ads, content marketing, and lead generation strategies.
Ability to design and implement scalable workflows.