Sales Stage Prospect Qualify Develop Solution Proof Close Won

Objective Validate opportunity. Identify sponsor.

Generate interest and qualify intent.

Develop requirements. Build relationships.

Solution proposed.

Solution agreed. Conduct negotiations and finalise contracts.

Sign and celebrate.

Probability 0% 10% 20% 40% 60% 80% 100%

Checkpoints Opportunity meets sales criteria to proceed.

Pain admitted by Sponsor. Compelling event identified.

Evaluation plan proposed.

Evaluation underway.

Evaluation complete, expectations exceeded.

Verbal yes received. Draft contracts exchanged.

Final documents signed.

Tasks Completed Before Progressing

Perform pre call research. Generate interest with sponsor.

Access to power. Competitive assessment.

M-A-N confirmed. Exec meeting scheduled. Criteria set for trial/evaluation.

Budgetary approval. Exec meeting completed. Purchasing process defined

Internal review complete. Customer review complete. Deployment plan agreed.

Finalise all deliverables and milestones.

Hand over to Ops. Begin upsell. Agree reference capability.

MARKET POSITIONING, DEFINITION AND SIZE AWARENESS INTEREST EVALUATION (MQL)

M0 M1 M2 M3

Market Research, Positioning and Messaging Campaigns in Market Engagement Marketing Leads Generated

Market research - clients, prospects, staff and influencers Campaign materials in place Correlation of uptake Qualification of marketing leads

Comms platform and key messaging Engagement process underway Learning - minor iterations Select those meeting sales profile

Sweet spot prospect profile/target audience Uptake being tracked Follow up processes Follow up with non core prospects

Target market sized Heads up to Sales for handover

Initial database build Review, learn/tweak

External value proposition agreed

First level of competition identified

Pricing agreed

Intital materials prepared

Campaign success metrics agreed

Comms Platform and Messaging Sign off People engaged List of people engaged committing time List of MQLs to hand to Sales Process

Campaign Approved /Resourced

TO GET INTO THIS STAGE

ACTIVITIES

VERIFIABLE OUTCOMES

Funnel Segment

Looks like…. Number Ratio Forecast

Cost Per Progression

AWARENESS Landing on website 1,000 -

INTEREST Multiple clicks / time spent

200 20%

EVALUATION Download, trial, registration

50 25%

COMMITMENT Purchase Intent 10 20%

PURCHASE Purchase Complete 3 33%

RETENTION Minimise churn 2 66%

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Buying Solutions - New World Order

Start looking for solution

Research alternatives, define requirements

Manage risks of buying

Negotiate purchase

Pilot solution

Deploy solution broadly

On

line

Marketin

g

Can it all be delivered via marketing – with no sales intervention?

Field Sales Tele Sales

Classic

Marketing

Digital Marketing

Customer User Influencer

Stage 1 Stage 1 Stage 1

Stage 2 Stage 2 Stage 2

Stage 3 Stage 3 Stage 3

Stage 4 Stage 4 Stage 4

Stage 5 Stage 5 Stage 5

Stage 6 Stage 6 Stage 6

Mode Customer

Discovery Reads a blog

Gets a direct Mailing

Lands on website

Watches video

Sales Signs up for trial

Converts to paid

Success Renews contract

Refers a friend

Mode Customer

Discovery Reads a blog

Gets a direct Mailing

Lands on website

Watches video

Sales Signs up for trial

Converts to paid

Success Renews contract

Refers a friend

Resources Required

Content Marketing

Mail System

Responsive Website

Embedded Video

Provisioning System

Telesales

Telesales

Viral Enablement

MARKET POSITIONING, DEFINITION AND SIZE AWARENESS INTEREST EVALUATION (MQL)

M0 M1 M2 M3

Market Research, Positioning and Messaging Campaigns in Market Engagement Marketing Leads Generated

Market research - clients, prospects, staff and influencers Campaign materials in place Correlation of uptake Qualification of marketing leads

Comms platform and key messaging Engagement process underway Learning - minor iterations Select those meeting sales profile

Sweet spot prospect profile/target audience Uptake being tracked Follow up processes Follow up with non core prospects

Target market sized Heads up to Sales for handover

Initial database build Review, learn/tweak

External value proposition agreed

First level of competition identified

Pricing agreed

Intital materials prepared

Campaign success metrics agreed

Comms Platform and Messaging Sign off People engaged List of people engaged committing time List of MQLs to hand to Sales Process

Campaign Approved /Resourced

TO GET INTO THIS STAGE

ACTIVITIES

VERIFIABLE OUTCOMES

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Cost of Customer

Acquisition

Sales and Marketing

Process

Channels

Life Time Value

Funnel Metrics

Monetisation Options