.

1. Lead, Prospect, Qualified Contact? What’s the difference?
Leads
• A Lead opt into events, views our
content and / or responds to a cold call.
However, they are not sales qualified
yet.
• Organization-Level Qualification:
• Verify the Lead matches the key
qualities of Neudesic’ s buyer
persona. Consider factors such as
solution alignment, demographic
location, industry, technology
landscape and company size.
Prospect
• A Lead must pass Sales Qualification
Process to become a Prospect.
• A Prospect is considering purchasing.
• Opportunity-Level Qualification:
Determine if the Prospect can feasibly
implement your company’s offering and
would benefit from using our services.
• Stakeholder-Level Qualification:
Determine if the Prospect fits the
Neudesic customer persona and could
benefit from Neudesic Services.
• Confirm client’s authority to make a final
purchasing decision. If not, identify the
correct stakeholder to proceed with
through the sales process.
Qualified
• A fully vetted Opportunity.
• Identified critical issue in the account
• Established which dept. / division owns
that problem.
• Who heads that division? Who will own
the problem and budget?
• Identify the key stakeholders – and
access to them.
• How big is the problem, is there a
compelling event?
• Neudesic Technical Sales gets involved in
a Qualified Opportunity
Customer Must have Pain, Interest & be a Fit.
Consider Budget (Time & $ Set aside), Authority (buyer/stakeholder’s buy-in). Client’s Need (challenges that must be solved) & Timeline (priority?)

2. Neudesic Sales Process
Captured in CRM
Prospect Qualified Solution Close Won
Stage
Objective
Lead has been converted OR
ECE has created a
placeholder for Qualification
Demonstrate capability to
exceed customer needs.
Conduct negotiations&
finalize contract.
Craft Solution at high level
& build consensus. Internal
project estimation built out.
Secure Client Exec
Sponsorship
Executed documentation
and PO collected for work
to start
Lead / Prospect Qualified.
Develop customer req’s &
establish pursuit team.
Outcome(s)
Lead is Sales qualified as
viable & converted
Opportunity assessment
completed. Estimation
kicks-off
Evaluation plan agreed
upon with executive
sponsor. Estimation
completed
Signed Document
Verbal approved from
client received
Sales
Support
Inside Sales Hand-Off
ECE
Expected
Check-
Probability
0% Lead Converted from
Opportunity awaiting Sales
Rep Qualification
10% Contact/Discovery
20% Definite Requirement,
Sales Engagement
30% Identified Specific
Need
40% Decision Maker
Engaged, Demo, Discussed
Solution
50% Draft Proposal, Short
Listed, Create Demand
60% Open Competition,
Fine Tune Solution, Start
Legal Process /CET Review,
Adjust Demand
70% Lead Competition,
Close & Negotiate - Adjust
Demand
80% Legal / CET / SOW
Finalized, Adjust Demand
90% SOW / PO Deal
Validated, Finalize Demand
100% Executed, Close
as Won
ECE, DCS, DCD, DTS/DT/PC ECE, DCS, DCD, DTS/DT/PC,
Legal, CET
*Executive Checkpoint
ECE, DCS, DCD, DTS/DT/PC,
Legal, CET
*Executive Checkpoint
ECE, DCS, DCD, DTS/DT/PC,
Finance
MAT -> Delivery Team