LeadA lead is a contact who is viewed as a potential customer. The process of generating leads typically involves research and lead acquisition processes such as advertising. It is often a marketing or sales operations activity.
Lead QualificationLead qualification is a process of filtering out leads based on factors such as finances, budget, authority, needs and timeline.
OpportunityAn opportunity is a qualified lead who is engaged in conversation with your salespeople.
Needs AnalysisNeeds analysis is a meeting with opportunities to discover their needs and present what you have to offer.
Proposal And QuoteA formal proposal for a deal along with an initial quote.
Sales NegotiationNegotiation to get to the real price and terms.
CloseAgreement on a deal and receipt of a purchase order.
Win Loss AnalysisA process of learning from each close or lost deal.
Customer Relationship ManagementThe ongoing process of managing the relationship with the customer such as delivery, customer service, billing and cross-selling. In many cases, each account is assigned a sales representative who is responsible for the customer lifetime value for a portfolio of accounts.
|Overview: Sales Pipeline
A sales process that starts with lead generation and ends with closing and customer relationship management activities such as cross-selling.