Page 40 - Superion Sales

SUPERION – Sales Playbook

Sales Process

The software purchasing timeframe for a government agency ranges from 12 to 36 months typically. The
phases include:
• Territory Building
• Relationship Building
• Selection Process
• Validation

• Close
Developing early and strong connections with organizations provides a strong foundation to the rest of the
process.

Stages in the Sales Cycle – Field Sales

Criteria Deal Commit Stage Definition/Action

New Sales Qualified Pipeline Identified Sales Rep validates the Opportunity and changes stage
Lead assigned from to “Qualified” or “Rejected” within 48 hours
BDR
Sales Rep rejects with one of the following rejection

reasons:
Rejected Opportunity No Deal Rejected - Wrong rep assignment
- Wrong account assignment
- Duplicate opportunity
After initial discovery, it became evident our solution

would not fit what the prospect was looking for, and
we have no chance to win. Disqualify reasons:
- No budget
Return to Marketing No Deal Disqualified
- No fit
- Not ready to buy
- Not a decision maker
- Unable to reach
Sales Rep ensures BDR has provided at least 2 out of 4
BANT criteria and affirms it is a valid opportunity.

During the Qualified stage, Sales Rep ensures this is an
Sales Acceptance Pipeline Qualified
opportunity that has internal agency support, fits
within Superion capabilities, and costs associated with
the project understood. Move to “Disqualified” or
“Developed” within 2 weeks.

3/8/2018

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