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