Channels

Docs / Channels

Channels are the marketing sources of new deals. In Salesforce this is referred to as the ‘Lead Source’ The channels for new deals may be conferences, referrals, cold-calls, emails, Adwords, podcasts, partners, and so on.

The source of deals can have as much an impact on sales performance as the salesman themselves

Not all channels are created equal. The performance of a sales team is heavily influenced by the mix of channels that is producing new deals. Some channels will have a naturally higher conversion rates than others. As Marketing makes changes in their various channels, this will have an impact on sales team performance. It is critical that the sales team follow a consistent qualification criteria so that the marketing team can use the data to improve their channel spend and return on marketing.

Common Channels

The particular channels you use for your business can differ, but these are our most common:

Inbound

All indirect marketing generated deals, like from content marketing and social media posting.

Outbound

All deals from paid ads, conferences, cold call, email. Anytime we specifically take an action to obtain specific leads, these are outbound.

Existing Account

All deals which originate from an existing customer account

Referral

Deals which are generated by referral from existing accounts

Partner

Deals which are generated from specific partner programs.

New Value

Revenue Models

PredictableRevOps.org maintains the documentation of the PRO Framework and provides training certification for Partners and clients that wish to use PRO within their businesses.

PRO is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the PRO Framework.

Learn

Intro