Top
middle
Bottom
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuit
Closed
Advocacy & Expansion
NURTURES
Revenue Funnel Flow
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
Targeted & Unknown
Targeted
Unknown
inbound
outbound
inbound
New individual matches our targeted personas (i.e. job function, title) from a Targeted Account (i.e. industry, revenue size, location) that has shown minimal interest in BDO or come into the system via a list build or referral.
TARGETED
Individual has a self-identified interest in BDO and comes
through an inbound channel. (i.e. search engine, website, PR, social media, content marketing, etc.). Individual is from a non-targeted or unknown account.
UNKNOWN
Individual has interacted with a marketing activity and/or we have collected their contact information.
TRIGGER to Next Stage
JUMP TO...
Marketing Engaged Lead
Welcome Program
Nurtures
Individual interacts with a marketing activity (i.e. online content, email, event, webinar, etc.) and completes the welcome program, identifying their area(s) of interest. Utilizing progressive profiling, the following information is known: name, email, title, company, state. Individual is assigned to and receives appropriate nurture streams. Lead score is greater than 0 and less than 100 points.
Marketing Engaged Lead
Individual hits the 100 point lead scoring threshold.
Trigger to Next Stage
Marketing Qualified Lead
Individual has expressed deeper interest in BDO (based upon their activity) and earned a lead score of 100 points.
Marketing Qualified Lead
BD/client service is notified of lead. Lead moves
to SAL stage.
Trigger to Next Stage
Lead Score =
100
Nurtures
Sales Accepted Lead
Nurture
Unresponsive
Disqualified
BD/Partner Acceptance of MQL
Individuals are reviewed and accepted by BD/client service with a commitment to accept responsibility and initiate follow-up within 48 hours. BD attempts to start a dialogue with the individual.
Sales Accepted Lead
Individual is interested, but there is no near-term opportunity to buy (individual may have other immediate priorities or may need more time to consider interest/intent).
NURTURE
Prospect engages with nurture content to re-enter them in to the buying cycle.
Trigger to Next Stage
A discovery meeting / capabilities presentation is agreed to by the lead. Lead begins to "talk back" to BDO (advance to SQL). If lead is not qualified or unwillling/unable to set a meeting, move to one of three unqualified stages: nurture, unresponsive, or disqualified.
TRIGGER TO NEXT STAGE
Individual is unresponsive after
repeated attempts.
UNRESPONSIVE
Individual is not qualified and deemed not worthy of further pursuit.
DISQUALIFIED
Sales qualified Lead
Lead is Qualified with Discovery Meeting/Call
Disqualified
Unresponsive
Nurture
Prospect engages with nurture content to re-enter them in to the buying cycle.
TRIGGER TO NEXT STAGE
If lead meets BANT criteria, create an opportunity in CRM. If lead is not qualified or unwillling/unable to set a meeting, move to one of three unqualified stages: nurture, unresponsive, or disqualified.
Trigger to Next Stage
BD qualifies that the lead plays an authority role in the decision process, and that budget, business need, and timing align (BANT).
Sales QUALIFIED Lead
Individual is not qualified and deemed not worthy of further pursuit.
DISQUALIFIED
Individual is unresponsive after
repeated attempts.
UNRESPONSIVE
Individual is interested, but there is no near-term opportunity to buy (individual may have other immediate priorities or may need more time to consider interest/intent).
NURTURE
Pursuit
Solution/Price Scoping
Proposal Delivered
Negotiation
Meet and discuss specific solutions. Confirm project with a focused scope, confirmed budget, and close date.
SOLUTION SCOPING
Both sides work through final legal/term/service/fee details.
NEGOTIATION
Formal proposal is in process or has been delivered outlining terms, services, fees.
PROPOSAL DELIVERED
Send proposal. Initiate approval process.
Close the deal!
Trigger to Next Stage
post-sale
Nurtures
Nurtures
CLOSED
Closed Won
Lost
Withdrawn
Referred Out
Prospect engages with nurture content to re-enter them in to the buying cycle.
Trigger to Next Stage
Change status to New Client.
TRIGGER TO NEXT STAGE
Opportunity was lost.
LOST
Opportunity was withdrawn (includes
no decision).
WITHDRAWN
BDO passed on the opportunity and referred the work to another organization (including BDO USA Alliance and BDO international network).
REFERRED OUT
Agreement has been signed and returned.
closed
Advocacy & Expansion
Client Welcome Progam
Client Cross-Selling Program
Client Advocacy Program
Integrates with the Net Promoter Score process to spark loyalists and identify referrals, testimonials, case studies, etc.
Client Advocacy Program
After an introductory period, introduce current clients to related services and cross-selling opportunities.
Client Cross-Selling Program
New clients receive a welcome program to thank them for their business and to set the foundation for an exceptional client experience.
Client Welcome Program
After an introductory period, the client moves to cross-selling and client advocacy programs.
Trigger to Next Stage
sales Qualified Lead
Prospect engages with nurture content to re-enter them in to the buying cycle.
Trigger to Next Stage
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
FUNNEL OVERVIEW
Targeted & Unknown
Marketing Engaged Lead
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
Pursuits
Closed
Advocacy & Expansion
JUMP TO...
