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The
rep
SDR
hands-o
a
lead
to
[internal
Step]
The
rep
works
with
the
The
team
conduct
a
The
recommended
The
rep
coordinates
collabora,vely
rep
through
a
phone
call
internal
champion
to
series
of
mee,ngs
to
solu,on
and
proposal
ac,vity
between
his/her
develops
the
plan
with
the
prospect;
The
rep
works
with
the
iden,fy
the
Economic
understand
and
qualify
are
validated
and
company,
the
prospect's
with
manager
to
create
Accepted
greater
team
(Coach,
Buying
Inuence
(EBI),
the
prospect's
business
rened
during
a
series
legal,
nancial,
and
include
analysis,
Opportunity.
Manager,
Team
Lead,
to
whom
the
rep
then
objec,ves,
the
solu,on
of
mee,ngs
at
the
procurements
strategies,
and
SE,
etc.)
to
dene
a
conducts
a
needs
audit
requirements,
and
the
technical
level,
the
departments
to
ensure
DESCRIPTION
tac,cs
to
exceed
The
rep
works
with
the
strategy
and
approach
and
presents
the
decision-making
process.
business
level,
and
with
progresses
is
achieved
the
sales
quota,
coach
and
manager
to
needed
to
accelerate
solu,on.
the
EBI.
as
agreed.
whether
a
set
of
iden,fy
opportuni,es
the
opportunity
A
solu,on
is
developed
named
accounts
or
for
targeted
accounts
forward.
A
clearly
An
EBI
op,mally:
along
with
a
compelling
If
required,
Pricing
and
payment
a
geographic
and
with
customer
dened
strategy
is
-owns
the
business
business
case
for
demonstra,ons
and
terms
are
conrmed,
territory.
contacts
to
iden,fy
new
created
and
populated
problems,
buying
implemen,ng
the
customer
reference
and
the
customer
signs
needs
and
in
the
CRM
process,
budget,
and
solu,on.
Rep
presents
contacts
are
conducted.
the
nal
contract
and
The
sales
plan
is
opportuni,es.
nal
approval.
prospects
with
'good,
Contract
is
sent,
issues
purchase
orders.
reviewed
and
The
Opportunity
Plan
-Will
inuence
other
beXer,
best'
op,ons,
reviewed
and
mutually
updated
quarterly
Sheet
is
reviewed
and
decision-makers
with
builds
and
sends
agreed
upon.
with
their
manager
updated
weekly/ recommenda,ons
and
proposal
with
prospect's
monthly
with
sales
proposals.
top
choice.
manager.
Detailed
sales
plan
Rep
validates
the
The
team
agrees
to
EBI
validates
need
for
Product
trial
begins
(if
Trial
of
product
is
Prospect
reviews
and
created
by
rep.
prospect
value
and
strategy
and
and
understands
the
needed)
validated.
signs
the
contract.
Manager
signs
o
proposed
solu,on.
responsibili,es
for
solu,on.
on
plan.
Business
review
and
moving
the
opportunity
Decision-making
process
Legal
team
reviews
All
success
criteria
are
CRM
is
updated.
presenta,on
delivered
forward.
A
budget
is
approved
understood.
contract
and
makes
met.
to
and
understood
by
adjustments
if
required.
prospect.
Manager
agrees
that
A
,meline
to
close
is
Legal
approach
&
terms.
Sales
rep
schedules
OUTCOMES
this
is
in
fact
a
validated
determined.
Schedule
Kick-O
Call
follow-up
with
client
Rep
emails
summary
of
strategy.
Prospect
Legal/Financial
and
implementa,on
throughout
rst
90
days
phone
call
to
prospect
Schedule
a
,me
for
processes
understood
date.
(all
opt-out
contracts
The
team
represents:
solu,on
presenta,on
need
weekly
aXen,on).
CRM
is
updated.
mgr.,
execu,ves,
legal,
ROI
dened
&
veried
CRM
is
updated.
SE,
implementa,on
Addi,onal
Business
CRM
is
updated.
team,
consul,ng,
sales
Reviews
and
CRM
is
updated
coach,
sales
ops
Presenta,ons
(as
(especially
for
needed)
enterprise
deals)
CRM
is
updated
CRM
is
updated
Prospect's
internal
EBI
organizes
internal
ROI
Conrmed
Trial
success
criteria
are
Both
legal
teams
MILESTONES
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