All prospect opportunities will exist as a Ticket within HubSpot, and the ticket will progress through the stages towards completion in either a won or loss fashion. Below will outline the stages of the prospect lifecycle - what each stage means and what will be required of you in every stage.
When tickets are moved to each stage, an optional field will pop-up to ask for a status update. This is simply to provide context into the move of the ticket to the stage. Ticket moving to on hold? Use the status property to say why it's on hold.
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New |
The opportunity is new, with no action having yet been take. At this stage, very minimal information will be required. Required information to Create: Company name and Opportunity Type |
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Idle |
The opportunity requires research and has not generated any activity (i.e. no calls or meetings logged, no outbound activity). Tickets will automatically be entered into this stage if, and only if, they’ve never been to the pitch, on hold, RFP in progress, negotiate or closed stages and have not had any activity generated in the last 120 days. |
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Research |
The opportunity is being worked on and researched to determine the right point of contact (POC) to explore. |
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Pitch |
The opportunity is currently active with demos, calls, discussions, meetings, etc. Required information (from this point forward): Company name, Opportunity Type, Opportunity Size, GovDeals Rating, Street Address, City, State, County, Country, Postal Code, Population, Vertical, and Sub-Vertical. |
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On Hold |
The opportunity has made traction, but has since stalled (legislative, etc.). It is highly advised to update the status property with the reason for the ticket being on hold. |
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On Hold – RFP in progress |
The opportunity information is solely in the RFP record; we cannot hold communications with the prospect while in this status. An RFP is required to be associated. |
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Negotiate |
The opportunity is currently in contract negotiations to become a seller. |
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Closed Won |
The opportunity has successfully closed as a seller for the marketplace, either as a full-time active seller or by means of a pilot program. Required information for LEAP Client Setup: LEAP Account Name, Address, City, State, Postal Code, Opportunity Size, Remittance Type, FSS, Buyer's Premium, Seller Fee, Account Fees, and Account Manager Information |
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Closed Lost |
The opportunity has unfortunately closed as a lost opportunity; a reason for the loss will be required to better understand why we’re losing opportunities (i.e. competitor, pricing, etc.). Status will also be required to provide further context into the lost reason. Associating the ticket with the competitor may become a requirement for the process. |
Closed Won Process
When a prospecting opportunity is ready to become a seller, move the ticket to the Closed Won status. A pop-up will appear asking if this needs to be setup as a client ID in LEAP:
- A list of properties will appear, some populated if you already entered it in the ticket. Confirm all fields are correct, and ensure all required fields are answered.
- Sales Support will be notified with all the information, and set up within LEAP.