Lead to Customer Conversion
Guides a new lead through qualification, nurturing, and closing stages until they become a paying customer.
Workflow Stages
Lead Capture and Enrichment
Record the new lead in the CRM and enrich with available firmographic and contact data.
Inputs
- Lead source data (form submission, referral, event)
- CRM access
- Data enrichment tools
Outputs
- Enriched lead record
- Lead source attribution
- Initial lead score
Lead Qualification
Assess the lead against ideal customer criteria to determine if they are worth pursuing.
Inputs
- Enriched lead record
- Qualification criteria checklist
- Budget and authority indicators
Outputs
- Qualified or disqualified status
- Qualification notes
- Handoff recommendation
Decision Points
- • Does the lead meet minimum qualification criteria?
- • Should the lead be nurtured or pursued immediately?
Discovery Meeting
Conduct an initial meeting to understand the prospect needs, pain points, and timeline.
Inputs
- Qualified lead record
- Discovery call script
- Company research brief
Outputs
- Meeting notes and needs assessment
- Opportunity record created
- Next steps agreed with prospect
Proposal Development
Create a tailored proposal addressing the prospect needs, including scope, pricing, and timeline.
Inputs
- Needs assessment
- Pricing guidelines
- Service or product catalog
Outputs
- Draft proposal document
- Pricing breakdown
- Internal review request
Proposal Presentation and Negotiation
Present the proposal to the prospect, address objections, and negotiate terms.
Inputs
- Approved proposal
- Competitor analysis
- Discount authority limits
Outputs
- Revised proposal if needed
- Verbal agreement or rejection
- Negotiation summary
Decision Points
- • Has the prospect accepted the proposal?
- • Are concessions within approval limits?
Contract Execution
Prepare and execute the formal agreement, capturing signatures from both parties.
Inputs
- Agreed proposal terms
- Contract template
- Legal review checklist
Outputs
- Signed contract
- Contract stored in document management
- CRM status updated to Closed Won
Customer Account Setup
Establish the new customer account and hand off to the delivery or customer success team.
Inputs
- Signed contract
- Customer contact details
- Onboarding checklist
Outputs
- Active customer account
- Welcome communication sent
- Onboarding kickoff scheduled
Frequently Asked Questions
Who decides on non-standard pricing?
Non-standard pricing requests are escalated to the sales manager for approval before being included in the proposal.
How long should a lead stay in the pipeline before being closed?
Leads that have not progressed after 60 days are reviewed and either re-engaged with a new approach or moved to a long-term nurture list.
What happens to leads that do not qualify?
Disqualified leads are tagged with the reason and placed into a nurture track for future re-engagement when circumstances change.
Ready to implement this workflow in your business?
Our team can implement this workflow into your business operations with custom tools and training.