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
3.6 KiB
3.6 KiB
Sales Methodology Guide
Pipeline Stages Overview
1. Lead Stage (10% Probability)
A lead is an initial contact or potential opportunity that has not yet been qualified.
Entry Criteria:
- First contact made with prospect
- Basic company information gathered
- Initial interest expressed
Activities:
- Research the company and contact
- Identify potential use cases
- Schedule discovery call
- Gather basic requirements
Exit Criteria:
- Discovery call completed
- Budget, Authority, Need, Timeline (BANT) partially identified
- Prospect agrees to next meeting
2. Qualified Stage (25% Probability)
A qualified opportunity has confirmed need and basic fit with our solution.
Entry Criteria:
- BANT criteria confirmed
- Decision maker identified
- Clear use case defined
- Timeline established
Activities:
- Deep dive into requirements
- Identify all stakeholders
- Map decision process
- Schedule demo or presentation
Exit Criteria:
- Demo completed
- Proposal requested
- Budget confirmed
3. Proposal Stage (50% Probability)
A formal proposal or quote has been submitted to the prospect.
Entry Criteria:
- Requirements documented
- Pricing approved internally
- Proposal sent to prospect
Activities:
- Present proposal
- Address questions
- Handle objections
- Negotiate terms if needed
Exit Criteria:
- Proposal reviewed by prospect
- Feedback received
- Negotiation phase begins
4. Negotiation Stage (75% Probability)
Active discussions on pricing, terms, or contract details.
Entry Criteria:
- Proposal accepted in principle
- Negotiations on terms begun
- Legal or procurement involved
Activities:
- Negotiate pricing
- Finalize contract terms
- Address legal concerns
- Get final sign-off
Exit Criteria:
- Terms agreed
- Contract ready for signature
- Purchase order received
5. Closed Won (100% Probability)
Deal successfully closed and contract signed.
Entry Criteria:
- Contract signed
- Payment terms agreed
- Start date confirmed
Activities:
- Hand off to implementation
- Send welcome materials
- Schedule kickoff
6. Closed Lost (0% Probability)
Deal lost to competitor, no decision, or other reason.
Common Loss Reasons:
- Lost to competitor
- No budget
- No decision / timing
- Requirements changed
- Contact went silent
Best Practices
Deal Hygiene
- Update deals regularly - Review and update each deal at least weekly
- Accurate close dates - Keep expected close dates realistic
- Stage accuracy - Ensure deals are in the correct stage
- Notes matter - Document all key interactions
Forecasting Tips
- Weighted pipeline = Deal Value × Probability
- Focus on deals closing this month
- Review stale deals weekly
- Be conservative with close dates
Common Objections and Responses
"It's too expensive"
- Focus on ROI and value
- Break down cost per user
- Compare to cost of not solving the problem
"We're not ready"
- Understand the timing concern
- Offer phased implementation
- Stay in touch for future opportunity
"We're evaluating competitors"
- Understand their criteria
- Highlight differentiators
- Request fair comparison opportunity
Key Metrics
| Metric | Target | Description |
|---|---|---|
| Win Rate | 25%+ | Closed Won / Total Closed |
| Avg Deal Size | Varies | Average value of won deals |
| Sales Cycle | 30-90 days | Avg time from Lead to Close |
| Pipeline Coverage | 3x quota | Total pipeline vs. target |
Getting Help
- For deal strategy: Contact your sales manager
- For pricing: Contact sales operations
- For technical questions: Contact solutions engineering
- For contract terms: Contact legal