SALES PIPELINE &

FORECAST MANAGEMENT Or….. How I Spent My Summer Vacation

Sales? Where do they come from?

Marketing Event

Leads

Qualified Leads

Opportunities

Qualified Opportunities

WebinarDownload

Trial/Pilot

Go/No Go

Legal/Purchasing

Close

Leads

Cold 5 Contact AttemptsInterest Y/N

No Interest Marketing Drip Feed Follow up call

Interest Qualification OpportunityYes

No

Qualified Opportunity

Business Need

Project Underway

Funding Available

Decision Process

Timing

Webinar

Know Your Audience & Roles

Critical Points to Cover

Confirm Allotted Time

Stay on Track & Focused

Elicit Feedback & Clarify Misunderstandings

Confirm Next Steps

Download

Establish When

Document Technical Requirements

Offer Assistance

Post Install Follow Up Call

Trial/Pilot

Duration

Outcomes Needed for Success

Points of Contact & Responsibilities

Schedule for Check In Calls

Summary Re-Cap

Next Steps & Timing

Go/No Go

Technical Recommender

Technical Decision Maker

Business Decision Maker

Next Steps & Timing

Legal & Purchasing

Will Not Engage

Momentum

Next Steps & Timing

Signature Chain

Power of the Admin

CloseYou Have nothing until….

Valid Purchase Order

Signed Contract You can Bill Against

Pipeline Management

Stage Definitions

Percentages

Up to Date

CRM

Pipeline Report

BoD Report

Past Quarter Results

Win/Loss

Trends/Activity – Market; Competition; etc.

Big Deals

Quarterly Forecast