Lead & opportunity stages, definitions & next steps sample

Stage Definition New lead, has not been attempted or contacted by sales Open/Not Attempted Sales has begun the process of following the lead follow-up Attempting to Contact process to reach the prospect live Prospect has expressed interest in ABC Company and/or achieving better results, and is interested in learning more; full Interested qualification criteria intent/purchase timeline still unknownLeads Prospect is interested, but there is no near-term opportunity to buy (prospect may have other immediate priorities, or may just Nurture need more time to consider interest/intent) Havent been able to get ahold of prospect after repeated attempts Unresponsive No Further Action Lead is not a qualified prospect Prospect has a need & budget, and is actively evaluating Qualified solutions Demo has been scheduled or completed; working through Presentation & Demo objections & questionsOpportunities Formal proposal is in process or has been delivered outlining Proposal terms, services, fees Prospect has verbally agreed to do business; both sides are Negotiation working through final legal/term/service/fee details Close Agreement has been signed and returned Opportunity has stalled indefinitely or is dead Closed Lost

Sales Next Step(s) Marketing Next Step(s)Begin follow-up to get on the phone live to qualify Provide scripts and response offers as needed toas opportunity increase call-backsContinue follow-up attempts via phone, email, Provide scripts and response offers as needed to"zero out" to reach prospect live increase call-backsOnce prospect has been qualified, either move into Provide collateral, case studies and othera "Qualified" opportunity or move to Nurture (if information as needed to help prospecttimeline is long-term or undetermined) determine sales intentno action Drip marketing to prospect 1-2 times per month with value-added offers, until theyre ready to engage in a short-term buying cycle againno action Drip marketing to prospect 1-2 times per month with value-added offers, until theyre ready to engage in a short-term buying cycle againno action no actionGet demo commitment, plan next steps and Provide additional support tools as needed (casetimeline to buy (or at least make decision) with studies, etc.) to help accelerate prospect interestprospect and buying cycleGet permission to present formal proposal Provide additional support tools as needed (case studies, etc.) to help accelerate prospect interest and buying cycleGet verbal commitment to buy pending finalization no actionof termsSign, seal and return baby! no actionvictory lap no actionno action Drip marketing to prospect 1-2 times per month with value-added offers, until theyre ready to engage in a short-term buying cycle again

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Lead & opportunity stages, definitions & next steps sample

by Heinz Marketing Inc on Aug 22, 2011

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Lead & opportunity stages, definitions & next steps sample — Document Transcript