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We create a new deal whenever we book a meeting with a customer or get booked in for a meeting. IMPORTANT: Never funnel jump. Each deal needs to go through each step (unless it’s been lost).
MEANING - DEAL STAGES:
- Discovery: The deal has just been created and the meeting has not been held yet.
- PQL: After the meeting is held, you realise they are a better fit for Freemium/packages. The deal lives in this stage until they are ready for the enterprise upgrade. Make sure to follow up with the customer frequently. Also, when the customer buys one of our packages over the platform, a deal automatically gets created in our PLG pipeline on Hubspot. Please merge the two deals to keep the pipelines clean.
- GPCT: Use the first meeting to clarify the following: Goals - Plans - Challenges - Timeline. Make sure you take notes - not only for yourself but also for the handover later - and save them on the deal under ‘notes’. When a deal progresses beyond the PQL stage, it is considered an enterprise deal.
- Proposal Presentation: Once you have all the initial information you need, prepare a proposal/offer for the customer. Depending on the deal size and complexity of the deal you can either put it all in the follow-up email or prepare a small powerpoint presentation introducing our solution and the offer. You can find the templates in Google Drive.
- Quote Sent: Your customer gave you the go and would like the final offer? Great! Create a quote in Hubspot and send it out via email. If not differently agreed with the customer, try to keep the expiration date 1-3 working days, to speed up the signing process.
- Quote Signed: Congrats! Your customer signed the quote and is ready for our collaboration. The deal will move to Quote Signed automatically. Please update the properties on the deal right after the quote is signed and prepare the handover for Customer Success.
- Closed Lost: Not a good fit? Put the deal to lost and note the reason on the deal for future revision and potential reactivation. If the reason was bad timing, please keep a task on the customer and follow up with them as agreed. A deal generally gets put to lost if the customer has not gotten back to you and has been inactive for 30-60 days, depending on the deal size. Also, please add a note in the lost_deals channel on Slack to clarify the reason.