No Stage: Contacts are imported to CRM. (stage is not assigned until an action is taken)
Inquiry (INQ): Lead expresses an interest. (default stage for any inbound lead)
Automation Qualified Lead (AQL): Lead is a real person and reached min lead score. (stage automatically assigned once minimum lead score has been reached)
Marketing Accepted Lead (MAL): SDR agrees to work the lead. (default stage for any sales imported record; otherwise stage achieved once a lead has been converted to a contact; when implementing, any lead with a sales activity should be marked as MAL)
Marketing Qualified Lead (MQL): Prospect agrees to a meeting with FSR. (stage achieved when the contact is attached to a $0 – 5% opportunity)
Sales Accepted Lead (SAL): FSR agrees to meet with prospect. (opportunity stage 10% or greater – $0 dollar value)
Sales Qualified Lead (SQL): FSR-Prospect agreed to next steps. (contact associated with a 20% opportunity – contact value over $0)
Hit (bool) and Hit Date/time (date/time) for each stage (record date/time and BOOL once each stage is achieved — if starting at a stage above INQ, backfill lesser stages at earliest known hit date)
INQ Hit / INQ Hit Date
AQL Hit / AQL Hit Date
MAL Hit / MAL Hit Date
MQL Hit / MQL Hit Date
SAL Hit / SAL Hit Date
SQL Hit / SQL Hit Date
QAO Hit / QAO Hit Date
Lead Status (select – Inside sales will use this field when reviewing lead)
Open (default)
Resolved – Accepted (auto convert to contact record upon selection)
Resolved – Not Accepted
Lead Status Detail (select – appears when “Lead Status” is set to “Resolved – Not Accepted”, to be filled out by the SDR)
Resolved – Not Accepted
Bad data
Too junior
Student
Competitor
Do not contact
Out of TAM [ask spencer tate, “what are reasons you reject leads?”
Contact Status (select – Inside sales will use this field to determine next steps required for each contact)
Working
Connected
Opportunity
Nurture
Disqualified
Contact Status Detail (select – appears when “Contact Status” = “Nurture” OR “Disqualified”)
No budget
No authority
Bad timing
Not reachable
Left company
Purchased competitor
Out of TAM (Consultant, competitor, student)
Contact Type (select – Sync from account type)
Active Customer
Inactive Customer
Competitor
Partner
Highest Stage Achieved (text – SET upon each change in status, but only going forward)
Online Source Information by Touch (text – set automatically by Marketing Automation or 3rd party solution)
Source / Medium / Campaign / Term
Marketing automation / nurture snooze (for use by anyone who has reason to temporarily remove a contact from automated email touches)
Snooze date (to ensure no one is excluded forever)
Snooze period
30 days, 60 days, 90 days, 180 days
Conversion story (field on opportunity – opportunity creator writes a narrative on how the opportunity happened. e.g. “John downloaded the currency whitepaper. After reaching out I discovered that the executive team is questioning the effectiveness of their ad buys…”)
Total opportunities (total opportunity count – account record, synced to contact)
Opportunity closed reason (what exists today?)
First meeting date (inside sales sets field when meeting is set)
Days until first meeting (days – “first meeting date” – “today”)
Days past first meeting (days – “today” – “first meeting day”)
