sales pipeline & process management
TRANSCRIPT
SALES PIPELINE &
FORECAST MANAGEMENT Or….. How I Spent My Summer Vacation
Sales? Where do they come from?
Marketing Event
Leads
Qualified Leads
Opportunities
Qualified Opportunities
WebinarDownload
Trial/Pilot
Go/No Go
Legal/Purchasing
Close
Leads
Cold 5 Contact AttemptsInterest Y/N
No Interest Marketing Drip Feed Follow up call
Interest Qualification OpportunityYes
No
Qualified Opportunity
Business Need
Project Underway
Funding Available
Decision Process
Timing
Webinar
Know Your Audience & Roles
Critical Points to Cover
Confirm Allotted Time
Stay on Track & Focused
Elicit Feedback & Clarify Misunderstandings
Confirm Next Steps
Download
Establish When
Document Technical Requirements
Offer Assistance
Post Install Follow Up Call
Trial/Pilot
Duration
Outcomes Needed for Success
Points of Contact & Responsibilities
Schedule for Check In Calls
Summary Re-Cap
Next Steps & Timing
Go/No Go
Technical Recommender
Technical Decision Maker
Business Decision Maker
Next Steps & Timing
Legal & Purchasing
Will Not Engage
Momentum
Next Steps & Timing
Signature Chain
Power of the Admin
CloseYou Have nothing until….
Valid Purchase Order
Signed Contract You can Bill Against
Pipeline Management
Stage Definitions
Percentages
Up to Date
CRM
Pipeline Report
BoD Report
Past Quarter Results
Win/Loss
Trends/Activity – Market; Competition; etc.
Big Deals
Quarterly Forecast