Throughout our service descriptions as well as in our service maps we make references to the milestones that will bring
you from idea top revenue, from prospection to account management in a cycle whose duration depends greatly on the
size of the company you are targeting as well as on the specific ways business deals are closed in each country we will
bring you to.

We adopt Salesforce.com as our CRM and reporting tool and follow the funnel methodology to establish a framework for
our deliverables.At any point in the sales cycle you will always be in touch with persons who can be considered ( for the
purpose of doing business with them) as LEADS,PROSPECTS or CUSTOMERS
.

                           

















Someone who becomes aware of your company or someone whom you decide to pursue for a sale,
even if they don’t know about your company yet.
Typically, this includes everyone in one big group, but we like to break this down further to only look at qualified leads, which are
leads that meet certain qualifications to becoming customers.

For example, if you’re selling hospitality based interactive TV applications, a qualified lead is someone who manages a hotel, or a
hotel chain or an operator serving hotels, versus someone who simply browses around








A term that’s used differently based on the company. In many cases, it is used interchangeably with qualified lead, but usually, a
prospect is someone who has had some kind of contact with your company and they are still interested.  
All prospects are leads, not all leads become prospects
.









People who have made a purchase and repeat customers  made several purchases.
They are accounts to manage and the best salespeople if you execute well








Our base step definition  for the opportunity funnel is

  1. Prospecting
  2. Qualification
  3. Need Analysis
  4. Value proposition
  5. Identified Decision makers
  6. Perception analysis
  7. Proposal/Price quote
  8. Negotiation/Review
  9. Closed Won
  10. Closed Lost


We adopt five  key metrics to measure the health of your funnel:

  1. Number of opportunities in the funnel .
  2. The rate at which you are acquiring these opportunities – or arrival rate.
  3. The total weighted funnel value. ($)
  4. Average amount of time prospects are in the sales funnel until they are acquired - or flow rate (days).
  5. Average percentage of closes - or win rate
Sales funnel reference glossary
Lead
Prospect
Customer
Metrics