Lead to deal

Step by step

1. Lead Marketing Manager

   Marketing Manager oversees intake with its source, campaign, score and contact preferences. Configured capture preserves one incoming identity and the actual arrival evidence. Reviewed routing connects the enquiry to its account context and eligible Sales Rep. Unassigned or conflicted routing remains visible for Sales Ops to resolve rather than silently dropping the inquiry.

   • Preserve the incoming inquiry and its source history
   • Updates Leads, Lead scores, Routing assignments

2. Qualify Sales Rep

   Sales Rep decides whether the lead meets the qualification criteria and records the evidence or disqualification reason. Conversion matches or creates the account and contact and, when appropriate, opens the opportunity. The conversion retains its original result, campaign lineage and recipient restrictions, so repeating the action cannot create another customer or restore suppressed outreach.

   • Record qualification and one conversion result
   • Updates Leads, Accounts, Contacts, Approval decisions
   ApprovalA person approves before the work moves on.

3. Proposal Sales Rep

   Sales Rep develops product scope, buying contacts, expected timing and the next action. The offer resolves the effective entity and currency price book, charge cadence, committed term and configuration. Per-line pricing and technical checks follow their separate review paths. Proposed usage estimates stay distinct from committed value; a weighted overall discount cannot conceal an unauthorized line.

   • Prepare the proposed commercial and technical scope
   • Updates Opportunities, Opportunity products, Quotes, Configurations

4. Negotiate Sales Manager

   An independent Sales Manager approves the exact commercial and contract terms within authority, excluding the preparer and material editors. CPQ Admin decides required technical exceptions without commercial discount authority. Changed scope, price, term or required signer information produces a new reviewed version. Sales Rep sends the authorized content through the configured or evidenced manual route; sending alone does not establish acceptance.

   • Authorize the exact commercial agreement
   • Updates Contracts, Document versions, Approval decisions
   ApprovalA person approves before the work moves on.

5. Won Sales Manager

   Sales Manager verifies all required signatures or the permitted equivalent evidence against the current contract and activates the agreement. A partial, expired or superseded signature event cannot win the deal. The recorded outcome freezes accepted booking value and actual close time. Orders and commission eligibility use that accepted source once; invoicing, collection and revenue recognition retain their own later evidence.

   • Activate accepted terms and record the won outcome
   • Updates Contracts, Signature requests, Opportunity history

Sales Rep

Owns qualification, proposed scope and customer follow-up.

Sales Manager

Independently approves terms and verifies acceptance.

CPQ Admin

Reviews technical exceptions.

Sales Ops

Maintains routing and accepted operational records.

Marketing Manager

Maintains campaign context.

AR Clerk

Handles invoicing and cash after the agreement.