1. Closed (lost)
Closed
(w
on)
ContractRecieved
ContractSent
Proposal Meeting3
Meeting
2
Meeting1
D
iscovery
call
Lead
0
100
90
70
60 50
25
10
5
0
Nurture
Order
D
ecision
C
onsideration
A
w
areness
eBooks
Is in Target Sector?
No firm interst expressed
SDE qualifies
BDM to
undertake
qualification call
BDM to
arrange a
‘get to know’
meeting
BDM to
undertake a
business needs
analysis meeting
BDM to
undertake a
scoping meeting
BDM to
present a propsal
Contract sent to
potential client
Signed
contract
returned
opprtunity
submitted
to finance
Finance approve &
update Salesforce
BDM updates
Salesforce
Research Papers
Editorial
Figaro Video
White Papers
Moss Bros Video
Comparisons White Papers
Expert Guides
Vendor Comparisons
Demo, Webcast
Case Studies, Demo
Product Literature
Data, Benchmarks
Client Endorsements
Live Interations
Thought Leadership