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Sales Pipeline Deal Guide

What's new? 

  • Previously: The team was asked to perform certain behaviors outside of their normal flow of work to fit the system 
  • Now: The system has been configured to fit the best-in-class process we want to see from the team 

Unboxed Sales Pipeline in HubSpot

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Sales Pipeline Deal Stages (Pre-SOW)

  • Connecting – Aligns with “Call 1” rhythms. Getting to know each other and ensuring we’re a fit. Start exploring BANT.  "Are we a good fit?"
  • Exploring – Aligns with “Call 2” rhythms. Exploring client’s problems with an expert and viewing demos. It's Show-and-Tell time. We're giving examples of how we've solved the prospect's needs for other clients. Establish BANT.
  • Solutioning – Aligns with “Call 3” rhythms. Sharing a customized proposal and discussing ways of working. We're showing them how we would solve their specific needs.

Advantages 

  • Direct correlation to our clients’ buying experience, our sales process and the behaviors we are asking for (and reporting on) from our team
  • The question “where are we with this deal” is now answered by the name of the deal stage
  • Simplified reporting – the pipeline conversion data also serves as call conversion data. 

Example: 

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Actions 

Connecting Deal Stage 

  • Reserved for new logos
  • Connecting call ("Call 1") is scheduled with the client 
  • Deal value is almost always going to be unknown 
  • Deal creation is automated when a Connecting call is booked by Outbound View or scheduled from the website
  • Deal creation is manual when the Connecting call is booked by an Account Director (examples: referral from an existing contact; you met a prospective client at a conference -- this will be rare)

Exploring Deal Stage

  • Move a deal from Connecting to Exploring once an Exploring call (“Call 2”) is scheduled 
  • Create a deal in Exploring if an existing client asks for a demo of one of our solutions 
  • Deal creation is automated when the call is booked by Outbound View (up, down, sideways)

Solutioning Deal Stage 

  • Move a deal from Exploring to Solutioning once a Solutioning call (“Call 3”) is scheduled 
  • Create a deal in Solutioning if an existing client asks for a proposal for a known need 

SOW 

  • Move a deal from Solutioning to SOW once you start writing an SOW to send to the client