Current technical environment
Posted: Mon Jan 27, 2025 7:09 am
However, it’s important to add the opportunity into the pipeline even at this early stage in order to track how many initial leads transfer into real, qualified leads and then lead to close.
In large part, adding leads this early is about data gathering for later.
Stage 2: Pre-Qualification
After initial contact is made, you are now establishing credibility and rapport with the opportunity during the pre-qualification stage.
As a seller, you are confirming the prospect’s desire for a solution and the time frame in which they’re working, as well as beginning to establish “why us,” as in why the prospect reached out to your company and what about your company stands out to them.
The final objective of this stage is identification of key individuals, including CXO, VPX, directors and officers.
Exiting the pre-qualification stage requires:
Converting the lead to a contact and associating with an account or company.
Creating an opportunity.
Confirming that this is a real opportunity within a specified time frame
Adding all the additional contacts to the account
Exiting the pre-qualification stage completes 10% of the sales pipeline.
Stage 3: Qualification
The qualification process requires time and lots of contact with the prospect to ensure you differentiate your solution, establish credibility and learn more about the customer, including their current and future desired state.
You must develop an understanding of their budget, constraints and ownership, their decision process and criteria and your competitors for the deal.
You’ll also meet with all decision makers and malaysia telegram data quantify the ROI as well as the effort to win the deal.
Finally, you’ll identify the internal team at your own company that will work on the sale.
In order to exit the qualification stage, you must collect the following information:
Prospect’s size
Buyer characteristics and their role in the process
Buying profiles of all the buyers and influencers
Buying stage and timeline
Business drivers and buying triggers
Competitors
The estimated price on your opportunity
Qualifying the prospect is a huge step towards completion of the sales pipeline; at this stage in our example, you’re 25% through the pipeline.
In large part, adding leads this early is about data gathering for later.
Stage 2: Pre-Qualification
After initial contact is made, you are now establishing credibility and rapport with the opportunity during the pre-qualification stage.
As a seller, you are confirming the prospect’s desire for a solution and the time frame in which they’re working, as well as beginning to establish “why us,” as in why the prospect reached out to your company and what about your company stands out to them.
The final objective of this stage is identification of key individuals, including CXO, VPX, directors and officers.
Exiting the pre-qualification stage requires:
Converting the lead to a contact and associating with an account or company.
Creating an opportunity.
Confirming that this is a real opportunity within a specified time frame
Adding all the additional contacts to the account
Exiting the pre-qualification stage completes 10% of the sales pipeline.
Stage 3: Qualification
The qualification process requires time and lots of contact with the prospect to ensure you differentiate your solution, establish credibility and learn more about the customer, including their current and future desired state.
You must develop an understanding of their budget, constraints and ownership, their decision process and criteria and your competitors for the deal.
You’ll also meet with all decision makers and malaysia telegram data quantify the ROI as well as the effort to win the deal.
Finally, you’ll identify the internal team at your own company that will work on the sale.
In order to exit the qualification stage, you must collect the following information:
Prospect’s size
Buyer characteristics and their role in the process
Buying profiles of all the buyers and influencers
Buying stage and timeline
Business drivers and buying triggers
Competitors
The estimated price on your opportunity
Qualifying the prospect is a huge step towards completion of the sales pipeline; at this stage in our example, you’re 25% through the pipeline.