Individual (1)

Stage	Definition	Comm Channel	Assets Required	SaaS Partners
1. New	All uncontacted leads live here from all communication channels. This is where your pipeline starts.	Inbound: -Website Form -Ad Form Outbound: -Uplead (to outreach) -WOM (Referral, Team Members)	N/A	GSA, LinkedIn Ads
2. Contacted	Use Outreach.io and make contact w/ the new lead. -2 Types of Email Sequences: Inbound and Outbound *If they do not respond in either of these short flows, unqualify and get onto the next!	Outreach.io or Gmail
3. Replied	i. Outreach: Sequence STOPS since the lead has replied. This occurs automatically in Outreach based on our custom company Ruleset (do not change settings) ii. This Outreach stage is where people who have responded and YOU have to take action next to reply back (see next step).	SalesForce and Gmail
4. MQL: Marketing Qualified Lead	Discovery Call! Introduce Still Life // Get information from them. i. Key Questions to Answer: -Does this prospect have a problem we specialize in solving? -Is there a compelling reason for them to solve it now? -The prospect has a timeline and end date they must adhere to solve this. -The prospect has influence over the decision process and BUYER. ii. Think quantity (MQL) vs. quality here (SQL): You’re looking to disqualify as fast as possible. See the MQL page for more information	Zoom: Phone call or video call	i. Pre-qualification checklist (pre-call) ii. Calendar invite iii. Discovery Call Script / Data Capture
4.1 Appl
5. Working	Nurturing the lead and accomplishing the tasks to get them to the SQL stage to disqualify or convert -Potentially Set another call w/ User and/or Buyer (depending on the decision-making process)	Email	i. Email Template: Post Discovery Call ii. Data-Sheet: User iii. Data-Sheet: Buyer iv. Customer Proof	Docusign / Stripe
6. SQL: Sales Qualified Lead	Key Questions to Answer: -You’ve met everyone involved in the decision process (that’s applicable) -Identified Budget -Idenfitifed Deal Size -Identified Decision Process: step-by-step process and who is involved (org chart) in evaluating and doing new services	Zoom: Phone call or video call	i. Sales Deck ii. FAQ iii. Pricing overview
7. Next Steps	Taking the feedback, data, and any last minute data to see if it’s an opportunity or not	Email / Calls
8a. Unqualifed	What did we learn? Track it!	Customer Research	Document why you lost it
8b. Converted	Create Opportunity	SalesForce

Stage

Definition

Comm Channel

Assets Required

SaaS Partners

1. New

All uncontacted leads live here from all communication channels. This is where your pipeline starts.

Inbound: -Website Form -Ad Form Outbound: -Uplead (to outreach) -WOM (Referral, Team Members)

N/A

GSA, LinkedIn Ads

2. Contacted

Use Outreach.io and make contact w/ the new lead. -2 Types of Email Sequences: Inbound and Outbound *If they do not respond in either of these short flows, unqualify and get onto the next!

Outreach.io or Gmail

3. Replied

i. Outreach: Sequence STOPS since the lead has replied. This occurs automatically in Outreach based on our custom company Ruleset (do not change settings) ii. This Outreach stage is where people who have responded and YOU have to take action next to reply back (see next step).

SalesForce and Gmail

4. MQL: Marketing Qualified Lead

Discovery Call! Introduce Still Life // Get information from them. i. Key Questions to Answer: -Does this prospect have a problem we specialize in solving? -Is there a compelling reason for them to solve it now? -The prospect has a timeline and end date they must adhere to solve this. -The prospect has influence over the decision process and BUYER. ii. Think quantity (MQL) vs. quality here (SQL): You’re looking to disqualify as fast as possible. See the MQL page for more information

Zoom: Phone call or video call

i. Pre-qualification checklist (pre-call) ii. Calendar invite iii. Discovery Call Script / Data Capture

4.1 Appl

5. Working

Nurturing the lead and accomplishing the tasks to get them to the SQL stage to disqualify or convert -Potentially Set another call w/ User and/or Buyer (depending on the decision-making process)

i. Email Template: Post Discovery Call ii. Data-Sheet: User iii. Data-Sheet: Buyer iv. Customer Proof

Docusign / Stripe

6. SQL: Sales Qualified Lead

Key Questions to Answer: -You’ve met everyone involved in the decision process (that’s applicable) -Identified Budget -Idenfitifed Deal Size -Identified Decision Process: step-by-step process and who is involved (org chart) in evaluating and doing new services

Zoom: Phone call or video call

i. Sales Deck ii. FAQ iii. Pricing overview

7. Next Steps

Taking the feedback, data, and any last minute data to see if it’s an opportunity or not

Email / Calls

8a. Unqualifed

What did we learn? Track it!

Customer Research

Document why you lost it

8b. Converted

Create Opportunity

SalesForce