Process Design
From Lead to Cash
How to design and document the processes that move revenue through the funnel. Lead management, opportunity management, quoting, and handoffs.
50 minutes
4 sections
Learning Objectives
- Map the lead-to-cash process end-to-end
- Design stage definitions and exit criteria
- Establish handoff protocols between teams
- Document processes for consistency and training
Chapter Sections
9.1
The Lead-to-Cash Process
End-to-end view of the revenue lifecycle.
9.2
Stage Definitions & Exit Criteria
What each stage means and when to advance.
9.3
Handoff Protocols
MQL to SQL, SQL to Opportunity, Won to Onboarding.
9.4
Process Documentation
How to document processes that people actually follow.
Exercises
Process Map
Create a swimlane diagram of your lead-to-cash process.
Stage Audit
Review your current opportunity stages - are exit criteria clear and followed?
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