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CYCLE TIME & PROCESS
Sales Process | Pipeline
Mid Enterprise: 1.5 Months
24hrs 10 Days 20 Days 20 Days
14-Day Trial
Sales Unqualified Pricing Demo
Engagement and Discovery
Sales lead qualification Sales attempt to engage Prospect books review Prospect requests to
meeting purchase
Closed / Won
Large Enterprise: 4 Months
24hrs 5 Days 15 Days 5 Days 20 Days 15 Days 15 Days
Summary of WSA Review and
Sales Unqualified Engagement Discovery Pricing Demo
Understanding InfoSec
Sales lead qualification Prospect books first Prospect request Prospect gives verbal Prospect agrees pricing Prospect request to
discovery session discovery SoU intent to buy & books in principle purchase
demo
2
Sales Process | Pipeline
Promo offer via
SMS
57 1.2K
849 309 Apply promo
1.2K 0
Offer Viewed 567 0
Promo offer via
Email
81 1.2K
768 366
716 0
567 149 Offer Ignored
1.2K 81
Promo offer in-
app 0 0
Event Legends
68 3.7K
3.5K 201 Participated Moved Forward
Converted Dropped Out
3
FUNNEL METRICS
Sales Process | Pipeline
Target Market (N=20,000)
Outreach
120,000
Dial 100/Day/Person
20,000 16%
RPC 100%
4,000 20%
Lead 20%
25%
1,000
Appointment 5%
40%
400
Opportunity 2%
25%
Deal
100 0.5%
4
Sales Process | Lead Management
Forecast Amount
$314,000
Total Closed Won
2 2 2
Prospect Assessment Proposal Contracts Closed Won Closed Lost
Opportunity Status
5
LEAD STATUS BOARD
Sales Process | Lead Management
Status Account Sales Stage Forecast Amount Expected Close Date Probability Sales Rep Next Step
ABC Co 5: Contracts $110,000 02/28/20XX 80% J. Atkins Review financing
XYZ Corp 4: Proposal $135,000 02/28/20XX 85% K. Smart Meet with CFO
Awesome Ltd 3: Assessment $55,000 02/28/20XX 60% F. Marshall Onsite visit
The Great LLC 3: Assessment $68,000 02/28/20XX 60% J. Gupta Finalize terms
Negotiate maintenance
XYZ Tech 4: Proposal $80,000 02/28/20XX 80% K. Smart
contract
ABC Institute 2: Prospect $35,000 02/28/20XX 75% J. Atkins Onsite visit
6
Sales Process | Post Sales
CROSS-SELLING STRATEGY
Prospect for
Product B 35% 10% 55% Prospect for
Product A
Prospect for
Product A & B
7
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