A successful inbound channel for our GovDeals marketplace has been the QSU / RFI process. In the past, Sales Support would add these opportunities to LEAP, but as we have migrated Prospects to HubSpot, this process has slightly adapted to support the needs of the business.
When a new QSU/RFI has been submitted, the Sales Support team will review the information and process in one of 3 ways:
- If the opportunity already exists, and is a client, a note will be added to the account letting the team know a QSU was submitted from the contact. The contact will also be added to the record if it didn't already exist.
- If the opportunity already exists, and is a prospect, the Sales Support team will locate the Ticket opportunity in HubSpot and add a Task letting them know a QSU was submitted from the contact. The contact will also be added to the Ticket if it didn't already exist.
- If the opportunity does not exist, the Sales Support team will add the contact to HubSpot as well as create the Ticket with all required fields LEAP required for a new record. A task will also be created for the BD to action within 3 business days. BD's must record their activity against the task and mark it as completed when ready.
It is the responsibility of the BD to process this ticket in the same manner as any other prospect. Move it along the pipeline stages in accordance of progress. Once the opportunity is confirmed as a GovDeals seller and requires to be a LEAP Client, move the ticket to a closed won status and select send to sales support. Please complete all required information, as this will be needed to setup the LEAP instance.