Page 43 - Superion Sales

SUPERION – Sales Playbook

Forecast Definitions – Field Sales

Sales Cycle** Stage Definition/Action
• Booked and shipped
Expected (won) Signed
• Contract approved and notification received
• Salesforce opportunity finalized (updated close
date, stage, win reasons, final quote sync’d, pricing
fields and accurate.)
• Negotiations underway or complete and waiting on
Selected
final approval/council signature
Expected • Salesforce opportunity updated
• Appropriate Steps to Close completed, including an
Shortlisted
understanding of council/board approvals required
and meeting dates
• Technical validation received
• Shortlisted, finals demo, RFP has been restricted,
Shortlisted
sole source
Upside • Salesforce opportunity updated
• Prospect has received a quote
Proposed
• RFP response submitted
• Salesforce opportunity updated
• Prospect involved in a demo of the software
Developed
• Tentative go/no-go RFP decision
• Salesforce opportunity updated
• Compelling event identified
• Budgeting, decision-making process and criteria
Pipeline Qualified established
• Competition identified
• Salesforce opportunity initially updated
• Key contacts identified
Identified
• Suspected need identified and prospect initially
contacted
• Superion was not selected among the competing
Lost
vendors
• Opportunity loss reasons and winning vendor
updated
No Deal
• Superion chose not to bid

• Missed deadline for submission
Disqualified • Missed criteria for selection
• Agency cancelled bid process

**Deal commit/upside status filed in Salesforce.com

3/8/2018

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