Sales Stages
What is the last of the numbered sales stage?
Sales Stage 6 : Signed
Your customer has given you an approved timeline and started the negotiation process. What sales stage are you in?
Sales Stage 5: Negotiate
In this stage, you are scheduling an initial discovery call to understand their pain point(s).
Sales Stage 1: Identify Need
How many numbered sales stages are there in Akamai’s Sales Process?
Six Sales Stages
You’ve brought your SE in to explain how the customer can integrate EAA into their environment. Which sales stage are you in?
Sales Stage 3 : Verify Options
In this stage, you have come to an understanding about which of Akamai's solutions would be appropriate to address the customer’s pain point.
Sales Stage 2: Explore Options
In what stage do you receive an opportunity from your SDR?
Sales Stage 1: Identify Need
In this sales stage, the customer may object with, “we don’t have to pay integration fees with anyone else.”
Sales Stage 5: Negotiate
What is the first sales stage you can represent an opportunity as forecast category upside?
Sales Stage 3: Verify Options
“_______” categories allow an Account Executive to commit an opportunity as likely to close.
Forecast Categories
When you’re on a pipeline review call with your manager, this forecast category is how you would indicate the most likely to close opportunities.
Commit
True or False: Opportunities with Forecast Category “Pipeline” are expected to close within the current forecast period.
False - Opportunities in pipeline are not included in the forecast. Typical forecast period is 90 days and we put huge emphasis on attainment for the quarter (vs. month to month).
What three Sales Stages could map to the forecast category “Pipeline?”
Sales Stage 2: Explore Options
Sales Stage 3: Verify Options
Sales Stage 4: Select Options
An opportunity in stage 6 means it has been signed and not yet processed. Which forecast category does this map to?
Closed
During which Sales Stages will a Proof of Concept typically take place?
Sales Stage 3 : Verify Options or Sales Stage 4: Select Option
True or False: You can override the forecast category at any sales stage in order to have that opportunity reflected in a current forecast period.
False - you must be in at least Stage 3 in order to commit an opportunity