Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish quali...
Conduct lead qu...
Review list of...
Complete opport...
Author and send...
Confirm verifia...
Key Step:
| Confirm verifiable outcome and update Siebel
Rationale:
| The sales cycle can only be progressed to the Develop stage once the verifiable outcome and checkpoints for the Qualify stage have been achieved. Upon completion of the verifiable outcome, the opportunity owner is responsible for updating the sale cycle stage in Siebel, attaching any key opportunity documents (e.g., sponsor letter, evaluation plan, and proposal) and updating the opportunity assessment (if applicable). Updating this key information in Siebel improves team communication and increases the reliability of pipeline forecasts.
| Guidance:
You and the buyer must agree upon the contents of the Sponsor Letter and complete the opportunity assessment before moving on to the Develop stage of the sales process. Step 1: Confirm Verifiable Outcomes This task ensures you have successfully completed the MSSP Checkpoints and Verifiable Outcomes for the Qualify stage. Confirm Checkpoints: · Pain admitted by sponsor or compelling event identified · Sponsor has buying vision · Sponsor agrees to explore · Access to power negotiated Confirm Verifiable Outcomes: · Sponsor letter agreed upon · Opportunity assessment completed Step 2: Update Sales Stage in Siebel Use the link below for detailed instructions on how to Update the Sales Stage in Siebel. Update Sales Cycle Stage
Samples & Templates:
Documents for this Key Step include: |
Links: