Throughout our service descriptions as well as in our service maps we make references
to the milestonesthat will bring you from idea top revenue, from prospection to account management.
The duration of these cycles depends greatly on the size of the companies you are targeting
as well as on the specific ways business deals are closed.
We adopt ZoHo as our CRM and reporting tool and follow the funnel methodology
to establish a frameworkfor our deliverables.
At any point in the sales cycle you will always be in touch with 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