https://handbook.gradientmetrics.com/sales/sales-process/ Recent content in Sales Stages on Handbook Hugo -- gohugo.io https://handbook.gradientmetrics.com/sales/sales-process/stage-lead/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-process/stage-lead/ The Gradient Client Journey Get/Who/To/By The Gradient Client Journey Matrix Definition A Lead is an individual or organization that has shown interest in Gradient Metric’s products and services, but is not yet qualified to buy. The Lead Stage is the initial phase in the sales process where potential customers (Leads) are identified. These are individuals or businesses that should ideally mirror our ICP attributes. https://handbook.gradientmetrics.com/sales/sales-process/stage-qualification/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-process/stage-qualification/ Pre-call (How we prep for this stage) What are we trying to learn? What are we trying to show? What does great look like (what constitutes success)? How to follow up Definition This stage is where we begin our sales pipeline. Once a lead has expressed any signs of interest in Gradients' offerings, or has mentioned, even if just vaguely, some sort of opportunity that would be a good fit for Gradient, we enter the qualification stage. https://handbook.gradientmetrics.com/sales/sales-process/stage-opportunity/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-process/stage-opportunity/ Pre-call (How we prep for this stage) What are we trying to learn? What are we trying to show? What does great look like (what constitutes success)? How to follow-up Definition This stage is where a lead has been qualified through the lens of ICP and BANT and the prospect is actively pursuing solutions to solve the problem within a reasonable time horizon (generally 60-120 days. https://handbook.gradientmetrics.com/sales/sales-process/stage-proposal/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-process/stage-proposal/ Pre-call (How we prep for this stage) What are we trying to learn? What does great look like (what constitutes success)? Definition The proposal stage is entered into once you have received “Product Yes” or “Vendor of Choice” designation by the key decision makers. At this stage the prospect is fully bought in on working with Gradient Metrics, has a full understanding of the project scope, methodology, support structure, deliverables, timelines, and intended impact. https://handbook.gradientmetrics.com/sales/sales-process/stage-contracting/ Mon, 01 Jan 0001 00:00:00 +0000 https://handbook.gradientmetrics.com/sales/sales-process/stage-contracting/ Pre-call (How we prep for this stage) What are we trying to learn? What are we trying to show? What does great look like (what constitutes success)? Contracting Playbook Pre-Contracting Phase: Contract Initiation: Redlines Management: Redlines Negotiation: Negotiation Specifics: Definition The Contracting Stage is the phase in the sales pipeline where negotiations are nearing finalization (or finalized), and a formal agreement or contract is drafted, reviewed, and sent for signature.