All prospect opportunities will exist as a Prospect record (formerly Tickets) within HubSpot, and 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.
|
New |
Net-new prospects entering the system with minimal or no validation. Required information to Create: Company name, Opportunity Type |
|
Lead Development |
Any Prospect needing attention by MarCom, either for enrichment – identified by tags of missing information – or for warming up before moving to Pitch. |
|
Pitch |
The opportunity is currently active with demos, calls, discussions, meetings, etc. All records, especially those over $50k in opportunity size must have a next activity date at all times. Required information (from this point forward): Company name, Opportunity Type, Opportunity Size, GovDeals Rating, Street Address, City, State, County, Country, Postal Code, Population, Vertical, Sub-Vertical |
|
On Hold |
The opportunity record is on hold for reasons outside of our control. Required information: On Hold Reason (coming soon!) |
|
Negotiate |
The opportunity is currently in contract negotiations to become a seller. |
|
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 |
|
Closed Lost |
Prospect has been Pitched but is not an Active Seller account. This stage should be used sparingly by the GovDeals BD team. Required information: Lost Reason |
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.