New Sales Stages and Forecast Categories

Question 1

What stages are in Omitted?

Answer 1

Deal in Prospect stage or any deal Closed Lost

Question 2

Pipeline

Answer 2

• Deal is in Discovery or Qualified stage.
• Prospect has no urgency to buy or make a decision.
  More information needs to be collected and verified

Question 3

Best Case

Answer 3

• Deal is in Presentation, Trial or Negotiation
  stage
• Demo complete or active trial
• Rep is in negotiation
• Customer is leaning in direction of KT but no verbal has been given.

Question 4

Commit

Answer 4

- Deal is in Order Form Complete or Checkout
Complete stage 
- Client has documented and/or verbally
confirmed
- Little to no risk of not closing

Question 5

Closed

Answer 5

• All opportunities in the Closed Won sales stage

Question 6

3 stages of top funnel

Answer 6

• Prospecting
• Discovery
• Qualified

Question 7

3 stages of mid funnel

Answer 7

• Presentation
• Trial
• Negotiation

Question 8

3 stages of bottom funnel

Answer 8

• Order form complete
• Checkout complete
• Closed won

Question 9

Prospecting

Definition, activities, Forecast

Answer 9

• Trying to reach the decision
  maker
• Engaging non-decision makers to reach the decision maker
• Reached the decision maker but unable to “discover” anything

-Omitted

Question 10

Discovery

Definition, activities, forecast

Answer 10

• The decision maker has been reached
• Seller understanding basic needs
• Appointment has been set to further qualify
• Pipeline
  SMB: 40%

Question 11

Qualified

Definition, activities, forecast

Answer 11

• Lead has been properly qualified (is an SQL)
• Have answers to defined qualifying questions
• Bring In SE
• Pipeline
  SMB: 55%

Question 12

Presentation

Definition, activities, forecast

Answer 12

• FIGMA Demo has taken place
• Seller conducts and completes a demo
• Firm follow-up scheduled with customer to review next actions
• Best Case
  SMB: 75%

Question 13

Trial

Definition, activities, forecast

Answer 13

• Seller has worked with customer to set up a proof of concept
• AE completes all required Trial fields in SFDC
• OM has shipped trial units
• AE manages the trial
  Has weekly check-in with customer
• Best Case
  SMB: 80%

Question 14

Negotiations

Definition, activities, forecast

Answer 14

• Seller has sent a quote
• Deal is highly qualified

- Further negotiation taking place but KT product
definitely fits customer need
- Customer VINs properly decoded to assess
needed cables
- Final unit count is identified
- Payment method and
shipping addresses have
been identified
- Order form has been sent

• Best Case
  SMB: 85%

Question 15

Order form complete

Definition, activities, forecast

Answer 15

• Order form completed by seller and customer
• The customer checkout link has been completed
• Payment method, shipping, and billing information is all finalized
• Commit
  SMB: 95%

Question 16

Checkout Complete

Definition, activities, forecast

Answer 16

• Seller has received final commitment from customer
• Sales team activity is complete
• Order Management team has completed audit
• Order is being fulfilled
• Commit
• SMB: 96%

Question 17

Closed won

Definition, activities, forecast

Answer 17

• Deal has been booked
• The order has been fulfilled
  No further action is required
• Stage is automatically selected by system
• Closed
  Probability of Closing:
  100%