Lead
A 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 Qualification
Lead qualification is a process of filtering out leads based on factors such as finances, budget, authority, needs and timeline.Opportunity
An opportunity is a qualified lead who is engaged in conversation with your salespeople.Needs Analysis
Needs analysis is a meeting with opportunities to discover their needs and present what you have to offer.Proposal And Quote
A formal proposal for a deal along with an initial quote.Sales Negotiation
Negotiation to get to the real price and terms.Close
Agreement on a deal and receipt of a purchase order.Win Loss Analysis
A process of learning from each close or lost deal.Customer Relationship Management
The 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 | ||
Type | ||
Definition | A sales process that starts with lead generation and ends with closing and customer relationship management activities such as cross-selling. | |
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