Sales Stages
What is the last of the numbered sales stages?
Sales Stage 6 : Signed
You started the negotiation process and are working with the customer's procurement team. What sales stage are you in?
Sales Stage 5: Negotiate
In this stage, you are discovering the customer's pain point, which stage are you in?
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
You’ve brought your SE in to explain and Demo how the customer can integrate EAA into their business. Which sales stage are you in?
Sales Stage 3: Verify Options
In order to commit an opportunity in this quarter's forecast, you must update this field.
Forecast Categories
Deals in this forecast category are likely to close but not necessarily in this quarter.
Upside
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 Option
Stage 3 & 4 opportunities can be Pipeline upside or Commit based on the sales reps judgement on how likely it is to close.
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 processed, which stage would the opportunity be in?
Closed
During which Sales Stages will a Proof of Concept typically take place?
Sales Stage 3: Explore 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