Standard Funnels and Stages

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Marketing funnel stages

Defines the relationship between marketing and sales, and the interaction with the pipeline.

Identified Lead - Identified leads are new prospects that have relevant mentions or comments in your prospecting projects. Similar to cookies and new visitors, the prospects are scoped to a 30 day window.
Marketing Qualified Lead (MQL) - Marketing Qualified Leads are prospects that have been selected either manually, or through segment filters, to match prospecting criteria. They will have a status of “lead_in” and they will not have a user assigned (a user_id).
Sales Accepted Lead (SAL) - Sales Accepted Leads have been accepted by the sales team through assignment to a salesperson. They will have a user_id selected.
Sales Qualified Lead (SQL) - Sales Qualified Leads are prospects that have been moved into a deal stage of “validated” or greater.
Sales Qualified Opportunity (SQO) - Sales Qualified Opportunities are prospects that have been moved into a deal stage of “In Progress” or greater.
Outcome - Outcome stages are prospects that have been moved into a deal stage of Won, Lost, or Closed.

Deal stages follow a standard funnel, of the following:

Lead In - The backlog, a marketing qualified leads (MQL)
Validated - The deal or prospect has been validated as a legitimate opportunity (SQL)
In Progress - The salesperson has moved into activities related to targeting or engaging the prospect, including planning.
Contacted - The salesperson has started outreach to the prospect to get engagement
Engaged - The prospect has replied and has engaged in some meaningful way, either in social media (in public) or private communications.
Live Engagement - The salesperson and the prospect have had a live (video/phone) conversation.
Proposal - The salesperson has made a proposal to the prospect.
Closed - The deal is not a fit or a match, or there is some core reason the opportunity needs to be closed.
Lost - The deal was lost to the status quo, or another vendor.
Won - The deal was won.