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Lead Qualification Process and Workflow

This is a high level view of the different metrics and meta data you should use in order to segment your lead generation efforts.

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Lead Qualification Process and Workflow

  1. 1. Opportunity Management Lead Management Marketing Types of Campaigns • Web • Social Media • Advertising • Trade Shows • Trials / Limited Use • Analysts Marketing Campaigns Qualified Opportunity • Has Problem we Solve • Has seen product / service • Defined budget • Sponsor Identified • POC / Next Steps 1 Business Development Needs Analysis Industry Marketing yes SFDC 2 3 4 Next Step? 8 6 Sales 9 Needs Analysis Qualification Call / Preso no 5 yes Sales Process Win Customer Support & Advisory no 7 Types of Campaigns • Partners • Channels • Target Account Reports & Dashboards Lead Source Campaign ROI Needs Analysis • Problem We Solve • Opportunity Size • Timeframe • Budget • Decision Maker Lead / Call Call / Opp Sales Stages • Needs Analysis• • Requirements • Gathering • • POC Demo / POC CRM Reports • Report on Create Date • Marketing Source Report Proposal Negotiating Win! Opportunity Pipeline Qualified / POC POC / Close ASP @thescottking – scott@thescottking.com

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