Rodrigo Rodriguez (Pragmatismo)
50eae38d36
update and code refactoring focused on: 1. Adding new documentation pages to the table of contents 2. Restructuring the bot templates documentation 3. Changing keyword syntax from underscore format to space format (e.g., `SET_BOT_MEMORY` → `SET BOT MEMORY`) 4. Updating compiler and keyword registration to support the new space-based syntax 5. Adding new keyword modules (social media, lead scoring, templates, etc.) Refactor BASIC keywords to use spaces instead of underscores Change keyword syntax from underscore format (SET_BOT_MEMORY) to more natural space-separated format (SET BOT MEMORY) throughout the codebase. Key changes: - Update Rhai custom syntax registration to use space tokens - Simplify compiler preprocessing (fewer replacements needed) - Update all template .bas files to use new syntax - Expand documentation with consolidated examples and new sections - Add new keyword modules: social_media, lead_scoring, send_template, core_functions, qrcode, sms, procedures, import_export, llm_macros, on_form_submit
158 lines
No EOL
3.6 KiB
Markdown
158 lines
No EOL
3.6 KiB
Markdown
# Sales Methodology Guide
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## Pipeline Stages Overview
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### 1. Lead Stage (10% Probability)
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A lead is an initial contact or potential opportunity that has not yet been qualified.
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**Entry Criteria:**
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- First contact made with prospect
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- Basic company information gathered
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- Initial interest expressed
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**Activities:**
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- Research the company and contact
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- Identify potential use cases
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- Schedule discovery call
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- Gather basic requirements
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**Exit Criteria:**
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- Discovery call completed
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- Budget, Authority, Need, Timeline (BANT) partially identified
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- Prospect agrees to next meeting
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### 2. Qualified Stage (25% Probability)
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A qualified opportunity has confirmed need and basic fit with our solution.
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**Entry Criteria:**
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- BANT criteria confirmed
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- Decision maker identified
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- Clear use case defined
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- Timeline established
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**Activities:**
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- Deep dive into requirements
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- Identify all stakeholders
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- Map decision process
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- Schedule demo or presentation
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**Exit Criteria:**
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- Demo completed
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- Proposal requested
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- Budget confirmed
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### 3. Proposal Stage (50% Probability)
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A formal proposal or quote has been submitted to the prospect.
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**Entry Criteria:**
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- Requirements documented
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- Pricing approved internally
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- Proposal sent to prospect
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**Activities:**
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- Present proposal
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- Address questions
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- Handle objections
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- Negotiate terms if needed
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**Exit Criteria:**
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- Proposal reviewed by prospect
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- Feedback received
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- Negotiation phase begins
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### 4. Negotiation Stage (75% Probability)
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Active discussions on pricing, terms, or contract details.
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**Entry Criteria:**
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- Proposal accepted in principle
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- Negotiations on terms begun
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- Legal or procurement involved
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**Activities:**
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- Negotiate pricing
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- Finalize contract terms
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- Address legal concerns
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- Get final sign-off
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**Exit Criteria:**
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- Terms agreed
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- Contract ready for signature
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- Purchase order received
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### 5. Closed Won (100% Probability)
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Deal successfully closed and contract signed.
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**Entry Criteria:**
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- Contract signed
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- Payment terms agreed
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- Start date confirmed
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**Activities:**
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- Hand off to implementation
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- Send welcome materials
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- Schedule kickoff
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### 6. Closed Lost (0% Probability)
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Deal lost to competitor, no decision, or other reason.
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**Common Loss Reasons:**
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- Lost to competitor
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- No budget
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- No decision / timing
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- Requirements changed
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- Contact went silent
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## Best Practices
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### Deal Hygiene
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1. **Update deals regularly** - Review and update each deal at least weekly
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2. **Accurate close dates** - Keep expected close dates realistic
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3. **Stage accuracy** - Ensure deals are in the correct stage
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4. **Notes matter** - Document all key interactions
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### Forecasting Tips
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- Weighted pipeline = Deal Value × Probability
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- Focus on deals closing this month
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- Review stale deals weekly
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- Be conservative with close dates
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### Common Objections and Responses
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**"It's too expensive"**
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- Focus on ROI and value
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- Break down cost per user
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- Compare to cost of not solving the problem
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**"We're not ready"**
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- Understand the timing concern
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- Offer phased implementation
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- Stay in touch for future opportunity
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**"We're evaluating competitors"**
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- Understand their criteria
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- Highlight differentiators
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- Request fair comparison opportunity
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## Key Metrics
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| Metric | Target | Description |
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|--------|--------|-------------|
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| Win Rate | 25%+ | Closed Won / Total Closed |
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| Avg Deal Size | Varies | Average value of won deals |
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| Sales Cycle | 30-90 days | Avg time from Lead to Close |
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| Pipeline Coverage | 3x quota | Total pipeline vs. target |
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## Getting Help
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- For deal strategy: Contact your sales manager
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- For pricing: Contact sales operations
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- For technical questions: Contact solutions engineering
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- For contract terms: Contact legal |