Overview
The following [SaaS Name] goal tracker walks through a series of 30, 60, and 90-day checkpoints to advance [company type] prospects through our sales funnel. We encourage you to regularly reference and update the tracker to maximize conversions.
30-60-90 Day Progress
Category | 30 Days [Qualification] | 60 Days [Nurturing] | 90 Days [Closing] |
[Initial Contact] | Log the initial call notes in the CRM. | Reach out with additional info or demo invite. | Ensure all questions or concerns are fully addressed. |
[Product Fit Assessment] | Determine the fit between the prospect's needs and [SaaS Name]’s features. | Provide tailored use cases and success stories. | Discuss possible customizations or integrations. |
[Demos] | Schedule and conduct a full product demo. | Conduct a follow-up demo highlighting specific feature requests. | Offer a hands-on trial for [30 days]. |
[Contact Identification] | Ask for key decision-makers and influencers. | Engage with decision-makers via personalized communication. | Confirm buy-in and inquire about referrals. |
[Value Proposition Reinforcement] | Clearly articulate the value proposition, benefits, and ROI. | Deepen the discussion with specific data and forecasts. | Recap and reinforce the ROI timeline based on [Company Name] forecasts. |
[Objection Management] | Note anticipated objections and prepare responses. | Address ongoing concerns with detailed explanations or data. | Overcome final objections with assurance and incentives. |
[Proposal and Pricing] | Provide initial pricing and package options. | Adjust the proposal based on feedback and additional requirements. | Present final proposal and negotiate terms. |
[Commitment Signals] | Gauge interest level and potential timeline for decision. | Assess progress toward commitment in the CRM | Secure verbal or written commitment. |
[Documentation and Compliance] | Verify all necessary compliance documentation. | Maintain updated notes throughout each engagement. | Finalize contracts and initiate onboarding. |
[Follow-Ups and Touchpoints] | Set a timeline for the next contact. | Discuss potential expansion and future needs. | Plan post-sale support and check-in schedule. |
Additional Notes
If a prospect needs to be removed from the funnel for any reason, be sure to annotate the [reason] and [date] within the [CRM’s global tracker] to ensure other team members do not reach out. As always, [sales team members] are encouraged to further tailor their goals based on each client’s progression through the funnel.
