Sales Funnel

Question 1

Suspect

Answer 1

We have their name, email, title, phone number, they fit our ICP title, they fit our ICP manufacturing, and we’re beginning to market to them

Question 2

Lead

Answer 2

A suspect that’s interacted with our outreach in some way (i.e. open emails, website visits, etc…)

Question 3

MQL

Answer 3

A lead that’s interacted enough to meet a (yet to be determined) threshold score to pull them into our priority list for outreach

Question 4

SAL

Answer 4

Actively accepted MQL by an SDR

Question 5

SEL

Answer 5

An SAL that’s positively engaged with us in a way that leads us to believe we could have a lucrative conversation with them moving forward

Question 6

SQL

Answer 6

An SEL that’s doing MIG, single or multi, on steel or stainless, with 3-4+ welders in 4’ x 4’ x 4’ volume envelope

Question 7

DISCOVERY

Answer 7

They have a need and we think there’s a chance to get them to qualified in the foreseeable future
Standard rule of thumb is that something only stays in Discovery for 90-days before moving to closed-lost.

Question 8

QUALIFIED

Answer 8

BANT

Question 9

EVALUATION

Answer 9

BANT + moving into evaluation (i.e. visiting us onsite for a demonstration and/or have begun to send over drawings for application analysis)

Question 10

COMMIT

Answer 10

Verbally committed to choosing Path Robotics

Question 11

CUSTOMER

Answer 11

Signed MSA