📘 Lesson: Sales Cycle

🎯 Objective

To understand and implement the step-by-step process of converting a lead into a successful project execution through a structured sales cycle.

🔑 Steps of the Sales Cycle

1. Lead Generation

• Identify and capture potential clients from approved sources (LinkedIn, cold emails, references, campaigns).

• Maintain proper records using company templates and CRM.

• 📂 Resource: Lead Generation Template & Documents

2. Client Interaction

• Initiate communication via calls, emails, or meetings.

• Build rapport and introduce company offerings.

• Document every client touchpoint for future reference.

3. Requirement Gathering

• Conduct sessions to collect client’s technical, functional, and business requirements.

• Record requirements in structured format.

• 📂 Resource: Requirement Gathering Template

4. Demo Sessions

• Prepare customized demo aligned with client’s requirements.

• Showcase features, benefits, and use cases.

• Collect feedback and questions for clarification.

5. Statement of Work (SOW)

• Define the project scope, deliverables, and assumptions.

• Share internally for validation, then with the client for approval.

6. Effort Estimation

• Collaborate with technical/project teams to estimate resource hours.

• Ensure efforts align with scope before preparing commercials.

7. Commercials Sharing

• Prepare and present commercial proposal (pricing + payment terms).

• Negotiate if required and clarify terms clearly.

8. Client Acknowledgement

• Obtain formal confirmation (email, PO, or signed document).

• Update acknowledgment in CRM.

9. Payment Acknowledgement

• Track advance/milestone payments as per agreed terms.

• Confirm payment receipt with finance.

10. Project Kick-Off

• Schedule a formal kick-off meeting with client and internal team.

• Share finalized SOW, timelines, and responsibilities.

• Align stakeholders on communication, escalation, and reporting structure.