Pipeline

All about centralized lead management, evaluations, quoting, and workflows in Handle CRM.

Lead management can be challenging because many CRMs lack the ability to centralize your leads from all sources and your other applications — for example, website, social media, texts, chat, quotes, inventory, orders, trade assessments, bonuses, discounts, and purchase orders — into a single screen.

This can make  it difficult to know which leads are falling through the cracks as well as which ones convert to quotes and eventually sales. All of this is necessary to assess the effectiveness of your campaign and marketing efforts. 

We’ve solved that problem by giving you a single place to track leads and move them through your process across the entire pipeline.

• Automatically centralize and minimize data entry with Integration Engine
• Automate assignment of leads and quotes
• Streamline communication with leads and staff
• Increasing accountability, conversion, and follow-up of leads to quotes
• Evaluate the cost and quality of lead sources
• Create automated, repeatable follow-up for customer satisfaction
• Streamline processes by minimizing data entry, errors, and manual checks
• Measure key metrics to coach and keep team members on track

100% Visibility into Your Pipeline

Without full visibility into your pipeline, you could be leaving profits on the table.

With Handle, you can track prospect’s progress through the pipeline along with sellers’ behaviors to ensure you engage leads quickly and shorten time-to-close.

Lead Sources and Integrations

All information related to a lead can be tracked inside the pipeline record. Simply open it up, and you’ll see everything you need to know, in one centralized spot.

Commonly, people like to track sources to determine how successful they are. Did those leads get converted into quotes? Did they go from quotes and then get converted into actual sales at that point? Or did they get lost? 

Fully Integrated Solution 

By centralizing your data, everything can be completely automated within Handle. 

For example, your leads from your website, social media, emails, spreadsheets, etc., can be automatically loaded into Handle. 

Additionally, external quoting applications can be integrated to create quotes from Handle. It automatically synchronizes all of your data, including bonuses, incentives, inventory, and trades. 

The information from these other systems is pulled into one place, so you don’t need to open new tabs to find the data you need. Then, you can add anything you want on top of that. So your other processes and workflows can be executed in Handle as well. 

If you use other applications to manage your sales process, you have one of two options. 

1. We can integrate the other applications with Handle 
2. We can recreate those applications with Handle Forms

This keeps everything in one central place, including everything that happens to move your quotes and leads through the pipeline to a completed sale.

We integrate with a wide range of lead sources:

• Email (e.g., Tractorhouse using Zapier email parser)
• Text (Zipwhip)
• Web (via APIs, dealer’s .com, Spinutech, etc.)
• Chat (via Zapier)
• Social (Facebook, et al)
• Lists (trade show, EDA)
• Lead Generators (JD Customer Lead Generator)

We also auto-sync with quoting applications, such as JDQuote, JDSC, and CDK. 

All data can be synchronized up to every 10 minutes with the ability to perform real-time refreshes or updates when needed. When the system sees that there’s a lead or quote created in another application, it will automatically create a record in Handle.

Here are some of the features built into Handle’s Pipeline:

1. Activity Tracking
2. Configurable Stages
3. Lead Assignments (Automation)
4. Comments & Notifications
5. Lead Source Tracking
6. Automated Follow-up (Campaigns & Reminders)
7. Quote Sync (JDQuote, JDSC, CDK)
8. Quick Quote & Costing Templates
9. Dashboard Reporting

Because all of that data is integrated into Pipeline automatically, you can know where leads come from and how far they went through the pipeline. We can then further expand the reporting to show “close ratios” and “close ratios by source,” or any other metric you want to track. 

Automated Follow Up & Activity Tracking

Most companies want to follow up on leads within 24 hours of them being generated. We can configure these thresholds to automatically remind salespeople to follow up after a specific period of time.

If you’re a salesperson, you can see the leads you need to follow up on in one tab. You can then select the record, open it up, and make whatever updates are needed.

If you’re in management, you can easily track your team’s actions from one place, including tasks, notes, and calls. Notes can open in the existing window, so everything is visible in one place.

You can also be given special permissions to leave Management Notes, making it easy to speak into the deal, coach salespeople, and leave comments or questions.

Comments

When you leave a comment, the system automatically timestamps it and puts someone’s initials on it. This gives you an easy way to collaborate with managers or other people in the organization.

Within Handle, we can configure what happens when someone adds a comment. For example, you can make quick buttons or a single button click that allows you to record a sales call or schedule a sales call.

Your team can easily add comments and sales activities, giving you a complete log of everything going on inside the pipeline.

They can @Notify team members who need to be involved in the deal. As an option, you can lock the description, so comments can’t be changed accidentally.

Comment Quick Add

You can quickly add anything from the dropdown menu while you add a comment. For instance, type your comment and record that as a call. Or schedule a follow-up based on the comment without having to re-enter it.

We can configure the creation of any action when a comment is made. Let us know the actions that need to take place, and we’ll set up the rules on the backend.

Lead Conversion 

You can quickly convert Leads to Quotes with the click of a button. You can also convert Leads into Prospect records for further tracking.

Click the “Create Quote” button at the top of the page, and you can either generate or start a quote in a third-party application like JD quote or JDSC. 

We also have direct integrations with different quoting applications, allowing you to sync the different stages of the pipeline. For example, if you mark a deal “won” inside Handle, it will mark the quote in the other application “won.” Or you can update the expiration date inside Handle and it will push out to the other applications.

Quoting, Costing, and Trade Evaluations

Costing Worksheets

Trade Evaluations

Printing & eSign Solutions

With Handle, you can sync Quotes and all of their details directly from third-party or manufacturers’ quoting systems:

1. CKC – Automated Sync
2. JDQuote / JDSC – Create New, Copy Existing, or Copy from Master Quote
3. Costing – Proprietary Costing Worksheets & Quote Templates (Custom Prints)
4. Assessments – Customizable Trade Assessments
5. MFPro – Auto Links from Trades
6. Wg Order – Auto Generated from Quote
7. Bonus & Incentives – Auto Generated from Quote
8. JDQuote Trades – Auto Generated from Quote
9. Forecasting (ETC) – Auto Generated Per Piece of Equipment on a Quote
10. Quote Status & Expiration – Two-Way Updates

*All quote details are downloaded and can be displayed.

Integrate Purchase Order Details

Quoting applications or POs can be displayed directly inside of Handle. So not only are we bringing the data in from those applications and all the details to them, we’re also displaying them. 

So a manufacturer’s quoting application, for example, can be viewed inside the system. Their POs are completely accessible. You can even open them as a PDF.

Workflows and Tracking

You can integrate any workflows with Pipeline, including:

1. Discretionary Requests
2. Finance Requests
3. Service Requests
4. Delivery Requests
5. Parts Requests
6. Deal Workflow

Simply let us know how you manage leads and quoting, and we’ll set up the conditional rules and requirements to keep your pipeline flowing smoothly.

Standard Pipeline setup includes: 

1. Integration – Lead sources & Quoting
2. Flow Screen – A visual layout, giving you a scrollable view
3. Automations – The rules that trigger automations, reminders, and notifications
4. Conditions – The ability to hide fields and stages, based on your rules
5. Dashboards – Views for sales, management, and leadership