CRM, lead flow and sales techniques · Frictionless selling
Capture what delivery needs on the first call, so nobody asks twice.
A prospect-to-customer handover standard lists the customer details sales must capture from first contact so that delivery and billing never need to ask again. It ends in a data standard held in the CRM or sheet. This page covers the fields, who owns each and the sample check.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A prospect-to-customer handover standard lists the customer details sales must capture from first contact so that delivery and billing never need to ask again. It ends in a data standard held in the CRM or sheet. This page covers the fields, who owns each and the sample check.
A pump dealer in Rajkot closes an order on a Friday. On Monday accounts phones the buyer for the GST number. On Tuesday dispatch phones for the delivery address and the name of the person at the gate. On Wednesday the installer phones to ask who will be on site. The buyer has now given the same answers to four people at the dealer, and begins to wonder who runs the place.
The standard is a short list of things that sales writes down before the order is called won. Every field is there because someone downstream has had to chase it. Some are legal or billing requirements, some are practical, such as which gate, which floor and which phone to ring.
The sales head and the delivery or service lead agree the list together, because only they know what they have been chasing. The owner approves it and each rep follows it. Once the list is set, a monthly sample check of a few orders shows whether it is being used.
This is different from the meeting handover in the sales process section, which covers the conversation between a rep and the delivery team. The standard is the data they pass: the same fields, in the same place, every time.
Where this sits
Topic 10 of 13 in crm, lead flow and sales techniques: frictionless selling. Removing effort from reps and from buyers.
- The topic before
- Sales reporting and dashboards
- The topic after
- Content as a sales tool
If you want this done for you
A new customer's first weeks with you should prove they chose right.
The work
What this is actually like.
“Start from complaints, not from a form”
List every question the accounts, dispatch and service teams asked a customer in the last month after an order. Those are the fields. A form designed on a whiteboard asks for forty things and gets half of them; a form built from real chasing asks for twelve.
“Promises made in the meeting belong in the record”
A rep who says delivery will be before Diwali, or that installation is free, has made a commitment that the delivery team hears about only on complaint. Put a promises field on the record, in the rep's words, and make the sale impossible to close without it.
“A GST number should be checked once”
A typo in the number returns an invoice that the buyer cannot claim credit on, and then a week of corrections. Capture it from the buyer's own document or their message, not from the rep's memory, and have accounts confirm it before the first invoice.
“Contacts are plural”
The person who buys is rarely the person who receives. Record the buyer, the person who signs, the person at the delivery gate and the person who pays, each with a phone number. One contact field per customer is the reason deliveries go to the wrong floor.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The data standard
A one-page list of fields, each with a name, an example of a good entry, who in sales fills it and which downstream team uses it. Groups: billing, delivery, contacts, promises made, special conditions.
Result: Finished when accounts, dispatch and service each confirm they would not need to ask the customer anything else.
The won-deal gate
A rule written into the CRM or the order sheet: the deal cannot move to won until the mandatory fields are filled. A short note says which fields are mandatory and why.
Result: Finished when a test order with a blank GST field is refused.
The contacts block
A repeating block on the record for buyer, signatory, delivery contact and payer, with phone and the preferred time to call. Entered by the rep, checked by dispatch.
Result: Finished when dispatch can call the gate contact on the day without asking the rep.
The sample check
Once a month, the sales head pulls five recent orders and marks each field complete or not. Missed fields are traced to the rep and the cause, which can be the fault of the form and not the person.
Result: Finished when the five orders are scored and the next month's check is in the diary.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Is this only for B2B?
Should the customer fill the form themselves?
What about customer data privacy?
How do we get reps to fill it in?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of frictionless selling
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.