Sales Stages
What is the last sales stage?
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 sales stage, you are most likely to be ghosted (the customer never calls you back).
Sales Stage 1: Identify Need
How many numbered sales stages are there in Akamai’s Sales Process?
Six Sales Stages
In what stage do you typically have a discovery call?
Sales Stage 1: Identify Need
You’ve looked over options with your customer but they’re not sold. You know they are looking at competitors but need to take a step back in your sales process - which step are you going to go back to?
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
You’ve brought your SE in to explain how the customer can integrate EAA into their business. Which sales stage are you in?
Sales Stage 3: Verify Options
These standard categories allow Account Executives or Managers to include or exclude an opportunity from their forecast.
Forecast Categories
Deals reflected in this forecast category mean they are expected to close within the current forecast period.
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
Sales Stage 6 (Signed) doesn’t mean the deal has been processed. It means the doc has been signed and returned to us. When the deal has been closed and processed it’s referred to as Closed Won. Which forecast category does this map to?
Closed
During which Sales Stage will a Proof of Concept typically take place?
Sales Stage 4: Select Options
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