Overview

The sales funnel identifies and defines the stages through which a prospect passes before closing a deal. This document outlines these stages, their definitions, completion criteria, and progression requirements.

TrackChain Sales Process

1. First Contact

Definition: Defined as the generation of a lead. The first contact is established with a person who potentially meets the characteristics of the ICP (Ideal Customer Profile). This stage is considered complete when the contact information (email and/or phone number) of a logistics manager is obtained. The prospect moves to the next stage only if there is an agreement for a discovery meeting.

Critical Criteria:

• Obtained contact information of a logistics manager, VP, or Leader of the organization
• Prospect shows initial interest in logistics solutions
• Agreement to schedule a discovery meeting

2. Discovery Session

Definition: Defined as a maximum 30-minute session in which a salesperson interviews the prospect generated in the previous stage. The criterion for this stage to be considered complete is to have evidence that the session took place and an objective ICP qualification. The prospect moves to the next stage only if they qualify as an ICP at more than 85% and an agreement is generated to conduct a demo.

Critical Criteria:

• Session conducted within the 30-minute timeframe
• Evidence of session completion (e.g., call logs, meeting notes)
• ICP qualification score of more than 85%
• Agreement to conduct a product demo

3. Demo