Lead Qualification Process and Workflow
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The document outlines the process of opportunity and lead management in marketing, highlighting various types of campaigns such as web, social media, and trade shows. It emphasizes the importance of qualified opportunities that meet specific criteria, including defined budget and identified sponsors, and outlines steps through the sales process. Additionally, it details the need for analysis and metrics, including campaign ROI and sales stages.
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Lead Qualification Process and Workflow
- 1. Opportunity Management Lead Management Marketing Types of Campaigns • Web • Social Media • Advertising • Trade Shows • Trials / Limited Use • Analysts Marketing Campaigns Qualified Opportunity • Has Problem we Solve • Has seen product / service • Defined budget • Sponsor Identified • POC / Next Steps 1 Business Development Needs Analysis Industry Marketing yes SFDC 2 3 4 Next Step? 8 6 Sales 9 Needs Analysis Qualification Call / Preso no 5 yes Sales Process Win Customer Support & Advisory no 7 Types of Campaigns • Partners • Channels • Target Account Reports & Dashboards Lead Source Campaign ROI Needs Analysis • Problem We Solve • Opportunity Size • Timeframe • Budget • Decision Maker Lead / Call Call / Opp Sales Stages • Needs Analysis• • Requirements • Gathering • • POC Demo / POC CRM Reports • Report on Create Date • Marketing Source Report Proposal Negotiating Win! Opportunity Pipeline Qualified / POC POC / Close ASP @thescottking – scott@thescottking.com