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Prospect
Lead Entered/Uploaded
Unqualified Lead
 No idea if lead is
open to working
with us
 51% believe that
they fit M...
Prospect
Lead Entered/Uploaded
Unqualified Lead
 No idea if lead is
open to working
with us
 51% believe that
they fit M...
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Sugar Prospecting Strategy

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Sugar Prospecting Strategy

  1. 1. Prospect Lead Entered/Uploaded Unqualified Lead  No idea if lead is open to working with us  51% believe that they fit M&P profile  50% believe we have markets. Qualified Lead  51% believe that client is open to working with us  Have established communication or other relationship  80% believe prospect fits within M&P client profile  51% believe we have markets to meet their needs.  The client is working with us  99% believe the client fits M&P profile  80% believe that we have markets  Best estimate is entered as Opp. Amount. › The positive about this process is that we do not create a huge list of low probability opportunities. It also creates movement throughout even for very long sales cycles. › The functionality is also much closer to the native functionality of Sugar. This means that less development is needed. › It also allows company contact to be entered properly as a prospect and then further qualified before assigning an opportunity value. Customer Company Contact Referral Source Vendor Etc.Other Relationship  At least one policy has been written  Cross-Sell/Opportunities/Prospects remain open until qualified. Cross-Sell Opportunity Opened for all Departments. Initial Opportunity Opportunity rounding out is continuous It makes more sense to create a cross-sell prospect. However, this is a conversation for after we finalize this process. › The challenge with this process is an additional step before forecasting revenue. However, this is a potential benefit since forecasts should be more accurate
  2. 2. Prospect Lead Entered/Uploaded Unqualified Lead  No idea if lead is open to working with us  51% believe that they fit M&P profile  50% believe we have markets. Qualified Lead  51% believe that client is open to working with us  Have established communication or other relationship  80% believe prospect fits within M&P client profile  51% believe we have markets to meet their needs.  Opportunities are created for all lines of business  User enters est. amount of opportunity  Average values are auto populated for other opportunity amounts › The positive about this process is that there is a value always visible for all prospects in the pipelines Customer  At least one policy has been written  Cross-Sell/Opportunities/Prospects remain open until qualified. Initial Opportunity › The challenge with this process is that automating and requiring that all prospects have an opportunity is not a native functionality of Sugar. Rules need to be developed to manage unintended consequences. For example, when company contracts are added as prospects, it is premature to call them an opportunity, breaking our rule. Also, because this is not native to Sugar it is possible that there are other issues we are not yet aware of. This will result in errors and bugs. Company Contact Referral Source Vendor Etc.Other Relationship

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