SlideShare una empresa de Scribd logo

Lead Qualification Process and Workflow

•Descargar como PPT, PDF•
•
Scott King
Scott King

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

Marketing
1 de 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

Recomendados

Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
Lead Management
Lead ManagementLead Management
Lead ManagementMyanmar B2B Management Magazine
 
Marketing & Sales Year Plan
Marketing & Sales Year PlanMarketing & Sales Year Plan
Marketing & Sales Year PlanGreen Growth Consulting
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkMark Officer
 
Go to Market 101
Go to Market 101Go to Market 101
Go to Market 101vinodharith
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market StrategyJeremy Horn
 

Recomendados

Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 
Go-to-market Framework
Go-to-market FrameworkGo-to-market Framework
Go-to-market FrameworkDemand Metric
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkDemand Metric
 
Lead Management
Lead ManagementLead Management
Lead ManagementMyanmar B2B Management Magazine
 
Marketing & Sales Year Plan
Marketing & Sales Year PlanMarketing & Sales Year Plan
Marketing & Sales Year PlanGreen Growth Consulting
 
Go-To-Market Framework
Go-To-Market FrameworkGo-To-Market Framework
Go-To-Market FrameworkMark Officer
 
Go to Market 101
Go to Market 101Go to Market 101
Go to Market 101vinodharith
 
Go-to-Market Strategy
Go-to-Market StrategyGo-to-Market Strategy
Go-to-Market StrategyJeremy Horn
 
Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerSales Impact Academy
 
The marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 versionThe marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 versionBrian Groth
 
Lead Generation Playbook
Lead Generation PlaybookLead Generation Playbook
Lead Generation PlaybookDemand Metric
 
Using Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsUsing Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsBrandon Redlinger
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation StrategyDelhi, India
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for StartupsVenture Accelerator Partners
 
Email Marketing Maturity Model
Email Marketing Maturity ModelEmail Marketing Maturity Model
Email Marketing Maturity ModelDemand Metric
 
Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)Siddharth Adholia
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyStan Monlux
 
Sales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CROSales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CROFan Foundry
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan PlaybookDemand Metric
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Sales Strategy Example
Sales Strategy ExampleSales Strategy Example
Sales Strategy ExampleThe Digital Sales Institute
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleParesh Baghel
 
Lead generation playbook (1)
Lead generation playbook (1)Lead generation playbook (1)
Lead generation playbook (1)JunePeters7
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling SkillsTom Shay
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Sunder Madakshira
 
Master Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement ProgramsMaster Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement ProgramsJosh Hill
 
The TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success SeriesThe TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success SeriesAltify
 
Creativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, InfographsCreativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, InfographsJanette Toral
 
Sales Lead Generation Flow Chart
Sales Lead Generation Flow ChartSales Lead Generation Flow Chart
Sales Lead Generation Flow ChartJustin Zak
 

Más contenido relacionado

La actualidad más candente

Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerSales Impact Academy
 
The marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 versionThe marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 versionBrian Groth
 
Lead Generation Playbook
Lead Generation PlaybookLead Generation Playbook
Lead Generation PlaybookDemand Metric
 
Using Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsUsing Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsBrandon Redlinger
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation StrategyDelhi, India
 
Email Marketing Maturity Model
Email Marketing Maturity ModelEmail Marketing Maturity Model
Email Marketing Maturity ModelDemand Metric
 
Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)Siddharth Adholia
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyStan Monlux
 
Sales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CROSales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CROFan Foundry
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan PlaybookDemand Metric
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleParesh Baghel
 
Lead generation playbook (1)
Lead generation playbook (1)Lead generation playbook (1)
Lead generation playbook (1)JunePeters7
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling SkillsTom Shay
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Sunder Madakshira
 
Master Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement ProgramsMaster Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement ProgramsJosh Hill
 
The TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success SeriesThe TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success SeriesAltify
 

La actualidad más candente (20)

Go-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark WalkerGo-To-Market Fundamentals - Mark Walker
Go-To-Market Fundamentals - Mark Walker
 
The marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 versionThe marketing and sales process - Jan 10 2016 version
The marketing and sales process - Jan 10 2016 version
 
Lead Generation Playbook
Lead Generation PlaybookLead Generation Playbook
Lead Generation Playbook
 
Using Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIsUsing Targeted Account Selling to Crush Your Sales KPIs
Using Targeted Account Selling to Crush Your Sales KPIs
 
Lead Generation Strategy
Lead Generation StrategyLead Generation Strategy
Lead Generation Strategy
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for Startups
 
Email Marketing Maturity Model
Email Marketing Maturity ModelEmail Marketing Maturity Model
Email Marketing Maturity Model
 
Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)Sales & marketing plan automotive and manufacturing (erp)
Sales & marketing plan automotive and manufacturing (erp)
 
The Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market StrategyThe Five Pillar Go-To-Market Strategy
The Five Pillar Go-To-Market Strategy
 
Sales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CROSales & Marketing Development Plan - a template for the CRO
Sales & Marketing Development Plan - a template for the CRO
 
Sales Enablement Plan Playbook
Sales Enablement Plan PlaybookSales Enablement Plan Playbook
Sales Enablement Plan Playbook
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales Strategy
 
Sales Strategy Example
Sales Strategy ExampleSales Strategy Example
Sales Strategy Example
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_Sample
 
Lead generation playbook (1)
Lead generation playbook (1)Lead generation playbook (1)
Lead generation playbook (1)
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy development
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
 
Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)Disruptive Go To Market Strategies (GTM)
Disruptive Go To Market Strategies (GTM)
 
Master Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement ProgramsMaster Nurturing and Marketo Engagement Programs
Master Nurturing and Marketo Engagement Programs
 
The TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success SeriesThe TAS Group | SFDC Expert Success Series
The TAS Group | SFDC Expert Success Series
 

Destacado

Creativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, InfographsCreativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, InfographsJanette Toral
 
Sales Lead Generation Flow Chart
Sales Lead Generation Flow ChartSales Lead Generation Flow Chart
Sales Lead Generation Flow ChartJustin Zak
 
Lead qualification process (workflow)
Lead qualification process (workflow)Lead qualification process (workflow)
Lead qualification process (workflow)Anirban Chakraborty
 
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRMThree Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRMAdrian Boerstra
 
B2B Lead Generation - PPT
B2B Lead Generation - PPTB2B Lead Generation - PPT
B2B Lead Generation - PPTMohit Pachauri
 
Lead nurturing best practices SolidWorks World
Lead nurturing best practices SolidWorks WorldLead nurturing best practices SolidWorks World
Lead nurturing best practices SolidWorks WorldDerek Grant
 
Process roadmap for lead management
Process roadmap for lead managementProcess roadmap for lead management
Process roadmap for lead managementJames Vander Putten
 
Lead generation stragety ppt
Lead generation stragety pptLead generation stragety ppt
Lead generation stragety pptnehaanandjha
 
Process Qualification Optimization
Process Qualification OptimizationProcess Qualification Optimization
Process Qualification OptimizationMartin Zess
 
Surface treatment seminar introduction
Surface treatment seminar introductionSurface treatment seminar introduction
Surface treatment seminar introductionMuhammad Ahmad
 
CIS Sales Process - Flow Chart
CIS Sales Process - Flow ChartCIS Sales Process - Flow Chart
CIS Sales Process - Flow ChartDice Nakamura
 
Deutsche Telekom Partnering Operating Alliance Summit - Zimperium
Deutsche Telekom Partnering Operating Alliance Summit - ZimperiumDeutsche Telekom Partnering Operating Alliance Summit - Zimperium
Deutsche Telekom Partnering Operating Alliance Summit - ZimperiumZimperium
 
How to Gather Global Mobile Threat Intelligence
How to Gather Global Mobile Threat IntelligenceHow to Gather Global Mobile Threat Intelligence
How to Gather Global Mobile Threat IntelligenceZimperium
 
Mobile Protect Pro - Powered by Zimperium
Mobile Protect Pro - Powered by ZimperiumMobile Protect Pro - Powered by Zimperium
Mobile Protect Pro - Powered by ZimperiumZimperium
 
2017 Planning for Account Based Success
2017 Planning for Account Based Success2017 Planning for Account Based Success
2017 Planning for Account Based SuccessEngagio
 
Data Secrets to Great Account Based Marketing - Engagio and ReachForce
Data Secrets to Great Account Based Marketing - Engagio and ReachForceData Secrets to Great Account Based Marketing - Engagio and ReachForce
Data Secrets to Great Account Based Marketing - Engagio and ReachForceEngagio
 
[Webinar] The ABCs of ABM (Account-Based Marketing)
[Webinar] The ABCs of ABM (Account-Based Marketing)[Webinar] The ABCs of ABM (Account-Based Marketing)
[Webinar] The ABCs of ABM (Account-Based Marketing)Mintigo1
 
FlipMyFunnel - The Big 5 Metrics for Account Based Marketing
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingFlipMyFunnel - The Big 5 Metrics for Account Based Marketing
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingEngagio
 
How to Use LinkedIn to Impact Every Stage of the Marketing Funnel
How to Use LinkedIn to Impact Every Stage of the Marketing FunnelHow to Use LinkedIn to Impact Every Stage of the Marketing Funnel
How to Use LinkedIn to Impact Every Stage of the Marketing FunnelLinkedIn
 
Account Based Marketing + Account Based Sales Development = Account Based E...
Account Based Marketing + Account Based Sales Development = Account Based E...Account Based Marketing + Account Based Sales Development = Account Based E...
Account Based Marketing + Account Based Sales Development = Account Based E...Engagio
 

Destacado (20)

Creativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, InfographsCreativity Tools: The Power of Flow Charts, Mind Maps, Infographs
Creativity Tools: The Power of Flow Charts, Mind Maps, Infographs
 
Sales Lead Generation Flow Chart
Sales Lead Generation Flow ChartSales Lead Generation Flow Chart
Sales Lead Generation Flow Chart
 
Lead qualification process (workflow)
Lead qualification process (workflow)Lead qualification process (workflow)
Lead qualification process (workflow)
 
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRMThree Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
 
B2B Lead Generation - PPT
B2B Lead Generation - PPTB2B Lead Generation - PPT
B2B Lead Generation - PPT
 
Lead nurturing best practices SolidWorks World
Lead nurturing best practices SolidWorks WorldLead nurturing best practices SolidWorks World
Lead nurturing best practices SolidWorks World
 
Process roadmap for lead management
Process roadmap for lead managementProcess roadmap for lead management
Process roadmap for lead management
 
Lead generation stragety ppt
Lead generation stragety pptLead generation stragety ppt
Lead generation stragety ppt
 
Process Qualification Optimization
Process Qualification OptimizationProcess Qualification Optimization
Process Qualification Optimization
 
Surface treatment seminar introduction
Surface treatment seminar introductionSurface treatment seminar introduction
Surface treatment seminar introduction
 
CIS Sales Process - Flow Chart
CIS Sales Process - Flow ChartCIS Sales Process - Flow Chart
CIS Sales Process - Flow Chart
 
Deutsche Telekom Partnering Operating Alliance Summit - Zimperium
Deutsche Telekom Partnering Operating Alliance Summit - ZimperiumDeutsche Telekom Partnering Operating Alliance Summit - Zimperium
Deutsche Telekom Partnering Operating Alliance Summit - Zimperium
 
How to Gather Global Mobile Threat Intelligence
How to Gather Global Mobile Threat IntelligenceHow to Gather Global Mobile Threat Intelligence
How to Gather Global Mobile Threat Intelligence
 
Mobile Protect Pro - Powered by Zimperium
Mobile Protect Pro - Powered by ZimperiumMobile Protect Pro - Powered by Zimperium
Mobile Protect Pro - Powered by Zimperium
 
2017 Planning for Account Based Success
2017 Planning for Account Based Success2017 Planning for Account Based Success
2017 Planning for Account Based Success
 
Data Secrets to Great Account Based Marketing - Engagio and ReachForce
Data Secrets to Great Account Based Marketing - Engagio and ReachForceData Secrets to Great Account Based Marketing - Engagio and ReachForce
Data Secrets to Great Account Based Marketing - Engagio and ReachForce
 
[Webinar] The ABCs of ABM (Account-Based Marketing)
[Webinar] The ABCs of ABM (Account-Based Marketing)[Webinar] The ABCs of ABM (Account-Based Marketing)
[Webinar] The ABCs of ABM (Account-Based Marketing)
 
FlipMyFunnel - The Big 5 Metrics for Account Based Marketing
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingFlipMyFunnel - The Big 5 Metrics for Account Based Marketing
FlipMyFunnel - The Big 5 Metrics for Account Based Marketing
 
How to Use LinkedIn to Impact Every Stage of the Marketing Funnel
How to Use LinkedIn to Impact Every Stage of the Marketing FunnelHow to Use LinkedIn to Impact Every Stage of the Marketing Funnel
How to Use LinkedIn to Impact Every Stage of the Marketing Funnel
 
Account Based Marketing + Account Based Sales Development = Account Based E...
Account Based Marketing + Account Based Sales Development = Account Based E...Account Based Marketing + Account Based Sales Development = Account Based E...
Account Based Marketing + Account Based Sales Development = Account Based E...
 

Similar a Lead Qualification Process and Workflow

Partner Program Development for Scalable International Growth - Tenego Webinar
Partner Program Development for Scalable International Growth - Tenego WebinarPartner Program Development for Scalable International Growth - Tenego Webinar
Partner Program Development for Scalable International Growth - Tenego WebinarDonagh Kiernan
 
4.4 customer validation
4.4 customer validation4.4 customer validation
4.4 customer validationRick Rasmussen
 
The Power of Discovery for Increasing Win Rates
The Power of Discovery for Increasing Win RatesThe Power of Discovery for Increasing Win Rates
The Power of Discovery for Increasing Win RatesMike Kunkle
 
Partnering as an Exit Strategy
Partnering as an Exit StrategyPartnering as an Exit Strategy
Partnering as an Exit StrategyDonagh Kiernan
 
Conducting an Effective and Aligned Marketing and Sales Planning Session
Conducting an Effective and Aligned Marketing and Sales Planning SessionConducting an Effective and Aligned Marketing and Sales Planning Session
Conducting an Effective and Aligned Marketing and Sales Planning SessionEllen Campbell-Kaminski
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startupsa16z
 
SalesProcessTraining_EAMERFinal
SalesProcessTraining_EAMERFinalSalesProcessTraining_EAMERFinal
SalesProcessTraining_EAMERFinalMark Weber
 
Lead generation
Lead generation Lead generation
Lead generation buy choose
 
Personal Selling: Preparation and Process
Personal Selling: Preparation and ProcessPersonal Selling: Preparation and Process
Personal Selling: Preparation and ProcessSameer Chandrakar
 
CRM Training PPT - 1-11-15 RevisionAY
CRM Training PPT - 1-11-15 RevisionAYCRM Training PPT - 1-11-15 RevisionAY
CRM Training PPT - 1-11-15 RevisionAYTargetcast
 
Demystifying the Sales Tech Stack | Veelo
Demystifying the Sales Tech Stack | VeeloDemystifying the Sales Tech Stack | Veelo
Demystifying the Sales Tech Stack | VeeloVeelo
 
Strategic Marketing Planning
Strategic Marketing PlanningStrategic Marketing Planning
Strategic Marketing PlanningNigelSJones
 
Robert Sherry : Digital Media Sales Fundamentals 2-27-18
Robert Sherry : Digital Media Sales Fundamentals 2-27-18Robert Sherry : Digital Media Sales Fundamentals 2-27-18
Robert Sherry : Digital Media Sales Fundamentals 2-27-18Robert Sherry
 
Pick Your Battles - Your Bullseye Target Customer
Pick Your Battles - Your Bullseye Target CustomerPick Your Battles - Your Bullseye Target Customer
Pick Your Battles - Your Bullseye Target CustomerDonagh Kiernan
 
Marketing Automation: The Power and the Glory
Marketing Automation: The Power and the GloryMarketing Automation: The Power and the Glory
Marketing Automation: The Power and the GloryAct-On Software
 

Similar a Lead Qualification Process and Workflow (20)

Effective selling professional services
Effective selling professional servicesEffective selling professional services
Effective selling professional services
 
Partner Program Development for Scalable International Growth - Tenego Webinar
Partner Program Development for Scalable International Growth - Tenego WebinarPartner Program Development for Scalable International Growth - Tenego Webinar
Partner Program Development for Scalable International Growth - Tenego Webinar
 
4.4 customer validation
4.4 customer validation4.4 customer validation
4.4 customer validation
 
sales management
sales managementsales management
sales management
 
The Power of Discovery for Increasing Win Rates
The Power of Discovery for Increasing Win RatesThe Power of Discovery for Increasing Win Rates
The Power of Discovery for Increasing Win Rates
 
Partnering as an Exit Strategy
Partnering as an Exit StrategyPartnering as an Exit Strategy
Partnering as an Exit Strategy
 
Conducting an Effective and Aligned Marketing and Sales Planning Session
Conducting an Effective and Aligned Marketing and Sales Planning SessionConducting an Effective and Aligned Marketing and Sales Planning Session
Conducting an Effective and Aligned Marketing and Sales Planning Session
 
Accelerated growth in_channel_revenue
Accelerated growth in_channel_revenueAccelerated growth in_channel_revenue
Accelerated growth in_channel_revenue
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
 
SalesProcessTraining_EAMERFinal
SalesProcessTraining_EAMERFinalSalesProcessTraining_EAMERFinal
SalesProcessTraining_EAMERFinal
 
PRM Webinar: Fast-Tracking Demand in B-to-B Channels
PRM Webinar: Fast-Tracking Demand in B-to-B ChannelsPRM Webinar: Fast-Tracking Demand in B-to-B Channels
PRM Webinar: Fast-Tracking Demand in B-to-B Channels
 
Lead generation
Lead generation Lead generation
Lead generation
 
Personal Selling: Preparation and Process
Personal Selling: Preparation and ProcessPersonal Selling: Preparation and Process
Personal Selling: Preparation and Process
 
CRM Training PPT - 1-11-15 RevisionAY
CRM Training PPT - 1-11-15 RevisionAYCRM Training PPT - 1-11-15 RevisionAY
CRM Training PPT - 1-11-15 RevisionAY
 
Starting a business in il next steps
Starting a business in il next stepsStarting a business in il next steps
Starting a business in il next steps
 
Demystifying the Sales Tech Stack | Veelo
Demystifying the Sales Tech Stack | VeeloDemystifying the Sales Tech Stack | Veelo
Demystifying the Sales Tech Stack | Veelo
 
Strategic Marketing Planning
Strategic Marketing PlanningStrategic Marketing Planning
Strategic Marketing Planning
 
Robert Sherry : Digital Media Sales Fundamentals 2-27-18
Robert Sherry : Digital Media Sales Fundamentals 2-27-18Robert Sherry : Digital Media Sales Fundamentals 2-27-18
Robert Sherry : Digital Media Sales Fundamentals 2-27-18
 
Pick Your Battles - Your Bullseye Target Customer
Pick Your Battles - Your Bullseye Target CustomerPick Your Battles - Your Bullseye Target Customer
Pick Your Battles - Your Bullseye Target Customer
 
Marketing Automation: The Power and the Glory
Marketing Automation: The Power and the GloryMarketing Automation: The Power and the Glory
Marketing Automation: The Power and the Glory
 

Último

Influencer Marketing Power point presentation
Influencer Marketing Power point presentationInfluencer Marketing Power point presentation
Influencer Marketing Power point presentationdgtivemarketingagenc
 
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024CIO Business World
 
Master the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdfMaster the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdfHigher Education Marketing
 
5 Digital Marketing Tips | Devherds Software Solutions
5 Digital Marketing Tips | Devherds Software Solutions5 Digital Marketing Tips | Devherds Software Solutions
5 Digital Marketing Tips | Devherds Software SolutionsDevherds Software Solutions
 
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...Hugues Rey
 
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...CIO Business World
 
How To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot SetupHow To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot Setupssuser4571da
 
The power of SEO-driven market intelligence
The power of SEO-driven market intelligenceThe power of SEO-driven market intelligence
The power of SEO-driven market intelligenceHinde Lamrani
 
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdfDGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdfDemandbase
 
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...Ahrefs
 
2024 SEO Trends for Business Success (WSA)
2024 SEO Trends for Business Success (WSA)2024 SEO Trends for Business Success (WSA)
2024 SEO Trends for Business Success (WSA)Jomer Gregorio
 
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝soniya singh
 
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdfSnapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdfEastern Online-iSURVEY
 
Exploring Web 3.0 Growth marketing: Navigating the Future of the Internet
Exploring Web 3.0 Growth marketing: Navigating the Future of the InternetExploring Web 3.0 Growth marketing: Navigating the Future of the Internet
Exploring Web 3.0 Growth marketing: Navigating the Future of the Internetnehapardhi711
 
Mastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven WorldMastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven WorldScalenut
 
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdf
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdfMost Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdf
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdfCIO Business World
 
Fueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdfFueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdfVWO
 
VIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts ServiceVIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts ServiceSapana Sha
 
marketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdfmarketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdfarsathsahil
 
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdfDIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdfmayanksharma0441
 

Último (20)

Influencer Marketing Power point presentation
Influencer Marketing Power point presentationInfluencer Marketing Power point presentation
Influencer Marketing Power point presentation
 
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024
The 10 Most Inspirational Leaders LEADING THE WAY TO SUCCESS, 2024
 
Master the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdfMaster the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdf
 
5 Digital Marketing Tips | Devherds Software Solutions
5 Digital Marketing Tips | Devherds Software Solutions5 Digital Marketing Tips | Devherds Software Solutions
5 Digital Marketing Tips | Devherds Software Solutions
 
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...
(Generative) AI & Marketing: - Out of the Hype - Empowering the Marketing M...
 
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...
The 10 Most Influential CMO's Leading the Way of Success, 2024 (Final file) (...
 
How To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot SetupHow To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot Setup
 
The power of SEO-driven market intelligence
The power of SEO-driven market intelligenceThe power of SEO-driven market intelligence
The power of SEO-driven market intelligence
 
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdfDGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf
DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf
 
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...
What I learned from auditing over 1,000,000 websites - SERP Conf 2024 Patrick...
 
2024 SEO Trends for Business Success (WSA)
2024 SEO Trends for Business Success (WSA)2024 SEO Trends for Business Success (WSA)
2024 SEO Trends for Business Success (WSA)
 
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝
Call Girls in Lajpat Nagar Delhi 💯Call Us 🔝8264348440🔝
 
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdfSnapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
 
Exploring Web 3.0 Growth marketing: Navigating the Future of the Internet
Exploring Web 3.0 Growth marketing: Navigating the Future of the InternetExploring Web 3.0 Growth marketing: Navigating the Future of the Internet
Exploring Web 3.0 Growth marketing: Navigating the Future of the Internet
 
Mastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven WorldMastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven World
 
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdf
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdfMost Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdf
Most Influential HR Leaders Leading the Corporate World, 2024 (Final file).pdf
 
Fueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdfFueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdf
 
VIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts ServiceVIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts Service
 
marketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdfmarketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdf
 
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdfDIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
 

Lead Qualification Process and Workflow

  • 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