Authored by John Hamilton, this presentation focuses on how to move through the sales pipeline. Issues covered include where to source sales lead, how to engage your audience, and how to manage your pipeline. John Hamilton is an accomplished executive with over 25+ years experience managing early stage startups to acquisitions and IPOs. John has vast sales and marketing expertise that has spanned several well known Boston based companies from Stratus Computer, EMC, FTP Software, Concord Communications, Phase Forward, Softricity (sold to Microsoft for $265M), XKoto and Viewfinity. His ability to scale companies has yielded significant returns for shareholders across the board.

1. SALES PIPELINE
&
FORECAST MANAGEMENT
Or….. How I Spent My Summer Vacation

2. Sales? Where do they come from?
Marketing Event
Leads
Qualified Leads
Opportunities
Qualified
Opportunities
Download Webinar
Legal/Purchasing
Trial/Pilot
Go/No Go
Close

3. Leads
Cold 5 Contact Attempts
Interest Y/N
No Interest Marketing Drip Feed Follow up call
No
Interest Qualification Yes Opportunity

4. Qualified Opportunity
Business Need
Project Underway
Funding Available
Decision Process
Timing

5. Webinar
Know Your Audience & Roles
Critical Points to Cover
Confirm Allotted Time
Stay on Track & Focused
Elicit Feedback & Clarify Misunderstandings
Confirm Next Steps

6. Download
Establish When
Document Technical Requirements
Offer Assistance
Post Install Follow Up Call

7. Trial/Pilot
Duration
Outcomes Needed for Success
Points of Contact & Responsibilities
Schedule for Check In Calls
Summary Re-Cap
Next Steps & Timing

8. Go/No Go
Technical Recommender
Technical Decision Maker
Business Decision Maker
Next Steps & Timing

9. Legal & Purchasing
Will Not Engage
Momentum
Next Steps & Timing
Signature Chain
Power of the Admin

10. Close
You Have nothing until….
Valid Purchase Order
Signed Contract You can Bill Against

11. Pipeline Management
Stage Definitions
Percentages
Up to Date
CRM

12. Pipeline Report

13. BoD Report
Past Quarter Results
Win/Loss
Trends/Activity – Market; Competition; etc.
Big Deals
Quarterly Forecast