Possible outcome
Long-Term Development
Long-Term Development: goals, best practices and who owns what in this stage of the selling journey.
Stage Goals
In the Long-Term Development stage, the main objective is to capture potential future opportunities and build a plan to move them into the sales pipeline. This stage focuses on creating a multi-year roadmap and identifying opportunities that are reasonably expected to not close within the next 12 months.
Qualification Criteria
Qualify In
- Prospect shows interest in your solution
- Prospect has a potential need for your product
- No clear opportunity or potential for future business
- Reasonable expectation that the opportunity will not close within 12 months
Qualify Out
- no perfect client / industry fit
- competition
Do's and Don'ts
Do
- Keep communication channels open, stay informed on prospect's business developments, and share relevant updates.
Don't
- Push prospects into the sales process prematurely.
- Neglect to update your Customer Relations Management (CRM) with Long-Term-Development (LTD) information.
Responsibilities & Tasks
Sales Development (SDR / BDR)
Maintain relationships with potential clients and follow up regularly.
Sales (ASD/SD)
Maintain relationships with potential clients and follow up regularly.
PreSales (SC)
Support sales with market research and insights
Professional Service (PS)
Stay informed of industry trends and customer challenges.
Product Management (PM)
Use market insights to inform product development and improvements.