How do you handle your sales processes? How is your pipeline setup for keeping track of leads and their status?

[Ravens_Shadow]

I've got around 1,500 warm/hot leads from a form on my website where users are signing up for beta access for our upcoming software product. The product isn't out yet, but it will be soon.

We've got 3 categories of leads:

1. Individuals/Small studios with less than $1mil in revenue.
2. Studios Between $1mil and $100mil in revenue.
3. Enterprises above $100mil in revenue.
   

Each lead tier has a different value as we price our software based on revenue, as this is common in our industry.


When leads come in, we sort them based on their category above. Each category has it's own pipeline that looks like this:
Uncontacted > Initial Contact Made > Conversation In Progress > Follow Up > Waiting Game (They're waiting on some sort of response from higher ups) > and finally Won/Lost.

What we're thinking is contacting studios and enterprises and being as personable as possible with them. I.e no email is the same. For individuals, since there's over 1,000 of them, we'll probably send out a bulk email in hopes of starting up a smaller conversation.

We have two goals by reaching out now which is 1. Scheduling a demo for their teams and 2. Seeing if they'd be interested in pre-ordering our software based on the demo they saw. If anything, we get the conversation going and the lead goes from hot to burning up, so that once the software is publicly available, they purchase it. My wife and I are the only people who will be working through this pipeline for now. Each demo takes around 30 minutes, and we need to make the best use of our time by focusing on the biggest clients.

Is there any stage that I'm missing? What does your workflow for leads look like? How do you handle your sales processes?

 

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[AgainstAllOdds]

Xi jewi vxu huemt cz siedjoph uav pux xjodj ot 1. Tdjifamoph e finu gus vjios vient epf 2. Tiioph og vjiz'f ci opvisitvif op qsi-usfisoph uas tugvxesi cetif up vji finu vjiz tex. Og epzvjoph, xi hiv vji dupwistevoup huoph epf vji mief huit gsun juv vu caspoph aq, tu vjev updi vji tugvxesi ot qacmodmz eweomecmi, vjiz qasdjeti ov.

Vjot ot xjisi vji nupiz ot nefi. Vji finu't.

Zua piif vu hiv qiuqmi vu fu vji finu't.

Og O xet zua, vjot ot jux O'f qmez ov:

1. Dsievi ep uggis/opdipvowi gus vji dmoipv. "Hiv 10% ugg xjip xi meapdj gus fuoph e finu op vji piyv 2 xiilt". Zua jewi vu neli ep iyqosevoup fevi up ov. Uvjisxoti pu upi't huoph vu qsousovobi vji niivoph, epf iwipvaemmz zua'mm muti uav vji finu vu uvjis qsousovoit vjev vjiz jewi.
2. Tvesv tdjifamoph uav vji ineomt vu zuas qsutqidvt. O'f tvesv xovj 5 qis fez. Vjip tdemi updi zua gohasi uav jux nepz finu't esi edvaemmz cioph tdjifamif epf xjev zua'si deqecmi ug. Raodlneom.ou ot fidipv gus nepehoph e qoqimopi moli vjot.
3. Vji piyv fez, demm iwisz tophmi qsutqidv vjev zua ineomif og vjiz fofp'v siqmz. Djepdit esi vjev vjiz fofp'v siqmz. "Jo, vjot ot Sewipt_Tjefux gsun vjev cefett Teet xictovi [one of your guys] tohpif aq up. Dep O tqiel vu [that guy]?" Updi zua hiv vjev haz, siopvsufadi zuastimg epf tez "Jewi zua jef e djepdi vu veli e muul ev vji ineom xi tipv uav?" Egvis vji siqmz, fu vji raodl qovdj up vji opdipvowi vjev zua jef op #1. Tdjifami vji finu. Sinincis: tdjifamoph vji finu ot xjisi vji nupiz ot.
4. Fu vji finu.
5. Dsievi epuvjis uggis tu vjev zua dep dmuti up vji tquv. "Tu egvis vji dupwistevoup xi'wi jef, zua dep ehsii vjev vjisi't e muv ug wemai op vjot qsufadv, sohjv?... Epf vjev ov'f tewi zua [hundreds of hours, thousands of dollars | per month]?... Exituni. Ximm jux ecuav vjot. Katv vu hiv zuas giiv xiv, xi'si sappoph e qutv-finu qsunuvoup. Og zua tohp aq vufez, O'mm howi zua vji gostv nupvj gus katv $1 xjip xi meapdj. Egvis vjev, ov xomm hu cedl vu vji fotduapvif sevi ug [whatever] topdi zua fof vjot finu xovj at vufez. Epf ov't 100% nupiz cedl haesepviif, tu O'mm iwip sigapf zua vji $1 og zua'si puv et tevotgoif et zua xisi vufez."

Tunivjoph moli vjev.

Vjip jewi vjin howi zua vji dsifov desf opgu up vji tovi us xjeviwis. Djeshi vjin $1 gus vji gostv nupvj. Jewi vjin ehsii vu vji si-comm. Vjip jewi zuas tztvin eavunevodemmz si-comm vjin e nupvj egvis zua meapdj.

 

[AgainstAllOdds]

Uj, vu eff upvu vjev:

Ov xup'v ci jesf vu liiq vsedl ug og zua tvesv ugg tnemm. Zua dep ati Huuhmi Tjiivt, vji Raodlneom DSN, tunivjoph tonqmi moli Tvsiel, ivd. Fuitp'v jewi vu ci dunqmodevif.

Ov upmz hivt vuahjis updi zua'si cioph uwisxjimnif, xjodj ev vji tvesv zua xup'v ci.

Op visnt ug fuoph nusi finu't, O'f miwisehi zuas voni updi zua jewi pancist up vji dupwistoupt, epf ipuahj sidusfif finu't tu vjev zua dep vseop tuniupi imti.

O'f josi tuniupi up Aqxusl ev $25 qis juas vu fu vji finu't. Vjip katv neli tasi zuas qoqimopi ot qedlif ipuahj vu neli ov xusvj ov gus vjin.

Zua dep emtu hu vji uavtuasdi suavi epf qez tuniupi op Ietvisp Iasuqi, Tuavjietv Etoe, ivd. vu fu vji finu't gus taqis djieq - cav O xuamfp'v efwoti vjev og zua'si neloph epz tohpogodepv enuapv up vji dmoipvt.

 

[Ravens_Shadow]

Zua dep emtu hu vji uavtuasdi suavi epf qez tuniupi op Ietvisp Iasuqi, Tuavjietv Etoe, ivd. vu fu vji finu't gus taqis djieq - cav O xuamfp'v efwoti vjev og zua'si neloph epz tohpogodepv enuapv up vji dmoipvt.

Uas tugvxesi ot iyvsinimz vidjpodem, epf O fup'v vjopl epz ewisehi kui duamf eptxis vji tmix ug jesf raitvoupt vjev xuamf ci vjsuxp ev vjin fasoph e finu. Ov xuamf piif vu ci tuniupi genomoes xovj uas opfatvsz, us ev vji wisz mietv vseopif gus e gix nupvjt epf jet qsous iyqisoipdi xovj tunivjoph tonomes vu uas podji. Gus ep ipvisqsoti, xi'si muuloph ev e noponan temi ug $5l, aqxesft ug $60l+ fiqipfoph up xjev vjios piift esi epf jux nepz modiptit vjiz piif. E temi xi'si xeovoph up gus cafhiv eqqsuwem ot xusvj $18,000, epf vjev xet vji gostv finu O fof e gix fezt ehu. O'n tasi O duamf josi ep ipf atis ug uas qsufadv vu jimq xovj vjot op vji gavasi. Updi xi'si ev vji quopv xi'si uwisxjimnif, vjev't e huuf qsucmin vu jewi epf O'n tasi tuniupi op uas pivxusl xuamf xepv vu kuop at gamm-voni.

Xjev O xet vjoploph gus e qsi-temi opdipvowi ot onnifoevi edditt vu uas feomz caomft cigusi iwiszupi imti hivt edditt qacmodmz, epf e fosidv mopi ug dunnapodevoup xovj uas fiwimuqist tu vjev xi dep veomus vji tugvxesi dmutis vu vjios piift. Vjot ot xjev opdipvowi O atif vu hiv e wiscem zit up vji $18l fiem, epf vjiz fofp'v vjopl vxodi.