lead qualification process and workflow
TRANSCRIPT
Marketing
Business Development
Sales
Reports & Dashboards
Lead Management Opportunity Management
SFDC
Qualified / POC
Marketing Campaigns
Customer Support & Advisory
Needs Analysis
Qualification Call / Preso
Demo / POC
Campaign ROI
Lead Source
POC / Close
Next Step?
yes
noSales Process
Win
yes
no
Opportunity Pipeline
ASP
Industry Marketing
Types of Campaigns• Partners• Channels• Target Account
Sales Stages• Needs Analysis• Requirements
Gathering• POC
Needs Analysis• Problem We Solve• Opportunity Size• Timeframe• Budget• Decision Maker
Qualified Opportunity• Has Problem we Solve• Has seen product / service • Defined budget• Sponsor Identified• POC / Next Steps
Needs Analysis
• Proposal• Negotiating• Win!
Types of Campaigns• Web • Social Media• Advertising• Trade Shows• Trials / Limited Use• Analysts
Call / Opp
CRM Reports • Report on Create Date• Marketing Source Report
Lead / Call
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