This page provides guidance for our sales team. Our sales team consists of:
Prospecting leads can originate from call lists created by marketing, vetted
Leads are generally provided through the vetting process instantiated by the data team and processed through the marketing department. In the absence of data from this, it is acceptable to process cold leads from the sales associate's own resources. The use of AI-based queries is also acceptable, but generally sub-optimal in outcome.
1 · Cold Prospect |
2 · Engaged Lead |
3 · MQL |
4 · SQL |
5 · Opportunity |
|---|---|---|---|---|
| Cold Prospect Playbook | Engaged Lead Playbook | Marketing Qualified Lead (MQL) Playbook | Sales Qualified Lead (SQL) Playbook | Opportunity Playbook |
| Prospect | Discover | Qualify | Sell | Close |
| Looks like a possible customer | They have actually interacted with us | Good organizational fit + plausible MT use case | Real need + buying interest + credible path forward | A specific potential transaction exists |
A sales associate is a contrac temployee operating under performance-based compensation terms.
| Event | Incentive credit | Reason |
|---|---|---|
| Temp 1 created | 0% | Finding a name isn't enough |
| Temp 2 engagement | 0% | Response alone isn't qualification |
| Temp 3 accepted MQL | 20% | Associate found and developed a legitimate lead |
| Temp 4 accepted SQL | 30% | Lead has genuine sales value |
| Temp 5 Opportunity | 20% | Associate helped create a real transaction |
| Closed Won | 30% | Company actually receives business |
$100 when independently accepted as an MQL;
$150 when accepted as an SQL;
$100 when it becomes a genuine opportunity;
$150 upon Closed Won.
Cold Call Procedure