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 companies you are targeting as well as
on the specific ways business deals are closed in each country we will bring you to.
We adopt ZoHo 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.
Our base step definition for the opportunity funnel is: Prospecting | Qualification | Need Analysis | Value proposition | Identified Decision makers | Perception analysis Proposal/Price quote | Negotiation/Review | Closed Won | Closed Lost
We adopt five key metrics to measure the health of your funnel:
- Number of opportunities in the funnel
- The rate at which you are acquiring these opportunities – or arrival rate
- The total weighted funnel value ($) Average amount of time prospects are in the funnel until acquired -
- Flow rate (days).
- Average percentage of closes - or win rate
Expect deviations from your regular approach to an opportunity funnel when dealing with Brazilian customers.
Rejection tends to come quite late in the process, the intent and evaluation phases tend to be rather quick.
A purchase decision and a contract signature can be significantly apart in time if the process is not managed correctly