# Lead to customer: the whole sales journey

> A process map exported from forks.world (https://forks.world). Author: Brian. Source: https://forks.world/p/cmv0ief9q0054jw06nj1vmgor
> It describes who does what, in what order, and with which technology. Read the plain-language sections first; the JSON at the end is the exact, complete data.

## Summary

- 10 steps across 1 layer
- Persona: Marketing, SDR, Account executive, Customer success

## How to read this file

- A process is made of **layers**. The main layer is the top level; any step of kind `subprocess` opens a detail layer with its own lanes and steps.
- **Lanes** are either persona (people/roles) or technology (systems). Each step belongs to one lane; `using` lists tools a person uses for that step.
- Step kinds: `start`, `task`, `decision` (its arrows carry the answer as a label), `subprocess`, `end`.

## Lead to customer: the whole sales journey

Lanes:
- Marketing: person / role (id `mkt`)
- SDR: person / role (id `sdr`)
- Account executive: person / role (id `ae`)
- Customer success: person / role (id `cs`)

Steps, in the order they run:

1. **Attract a lead** [subprocess; Marketing; id `l1`], links to the published process "Generate a lead: from stranger to hand-raiser" (https://forks.world/p/cmv0ie5f70027jw06onp4obt3; full text at https://forks.world/api/public/cmv0ie5f70027jw06onp4obt3/export)
   - then Qualify it
2. **Qualify it** [subprocess; SDR; id `l2`], links to the published process "Qualify a lead: is this worth a real conversation?" (https://forks.world/p/cmv0ie5w5002cjw06h8wl4kzq; full text at https://forks.world/api/public/cmv0ie5w5002cjw06h8wl4kzq/export)
   - then Qualified?
3. **Qualified?** [decision; SDR; id `l3`]
   - if "Yes" go to Run the discovery call; if "No" go to Back to nurture
4. **Run the discovery call** [subprocess; Account executive; id `l4`], links to the published process "The discovery call: find the real problem" (https://forks.world/p/cmv0ie6ck002hjw06ecsqu1j3; full text at https://forks.world/api/public/cmv0ie6ck002hjw06ecsqu1j3/export)
   - then Real problem found?
5. **Real problem found?** [decision; Account executive; id `l5`]
   - if "Yes" go to Quote to cash; if "No" go to Close it as not a fit
6. **Quote to cash** [subprocess; Account executive; id `l6`], links to the published process "Quote to cash: from "how much?" to money in the bank" (https://forks.world/p/cmv0ieer7004zjw06m23o7fjh; full text at https://forks.world/api/public/cmv0ieer7004zjw06m23o7fjh/export)
   - then Onboard the new customer
7. **Onboard the new customer** [subprocess; Customer success; id `l7`], links to the published process "Onboard a new customer: the first 30 days" (https://forks.world/p/cmv0ie9m0003gjw06n4e7s0hw; full text at https://forks.world/api/public/cmv0ie9m0003gjw06n4e7s0hw/export)
   - then A stranger became a customer
8. **A stranger became a customer** [end; Customer success; id `l8`]
9. **Close it as not a fit** [end; Account executive; id `l5a`]
10. **Back to nurture** [end; Marketing; id `l3a`]

```mermaid
flowchart LR
  subgraph l_mkt["Marketing"]
    n_l1[["Attract a lead"]]
    n_l3a(["Back to nurture"])
  end
  subgraph l_sdr["SDR"]
    n_l2[["Qualify it"]]
    n_l3{"Qualified?"}
  end
  subgraph l_ae["Account executive"]
    n_l4[["Run the discovery call"]]
    n_l5{"Real problem found?"}
    n_l5a(["Close it as not a fit"])
    n_l6[["Quote to cash"]]
  end
  subgraph l_cs["Customer success"]
    n_l7[["Onboard the new customer"]]
    n_l8(["A stranger became a customer"])
  end
  n_l1 --> n_l2
  n_l2 --> n_l3
  n_l3 -->|"Yes"| n_l4
  n_l3 -->|"No"| n_l3a
  n_l4 --> n_l5
  n_l5 -->|"Yes"| n_l6
  n_l5 -->|"No"| n_l5a
  n_l6 --> n_l7
  n_l7 --> n_l8
```

## Full data (JSON)

```json
{
  "title": "Lead to customer: the whole sales journey",
  "maps": {
    "m_root": {
      "id": "m_root",
      "lanes": [
        {
          "id": "mkt",
          "name": "Marketing",
          "type": "person"
        },
        {
          "id": "sdr",
          "name": "SDR",
          "type": "person"
        },
        {
          "id": "ae",
          "name": "Account executive",
          "type": "person"
        },
        {
          "id": "cs",
          "name": "Customer success",
          "type": "person"
        }
      ],
      "steps": [
        {
          "id": "l1",
          "kind": "subprocess",
          "lane": "mkt",
          "link": {
            "id": "cmv0ie5f70027jw06onp4obt3",
            "scope": "public",
            "title": "Generate a lead: from stranger to hand-raiser"
          },
          "next": [
            {
              "to": "l2"
            }
          ],
          "uses": [],
          "label": "Attract a lead"
        },
        {
          "id": "l2",
          "kind": "subprocess",
          "lane": "sdr",
          "link": {
            "id": "cmv0ie5w5002cjw06h8wl4kzq",
            "scope": "public",
            "title": "Qualify a lead: is this worth a real conversation?"
          },
          "next": [
            {
              "to": "l3"
            }
          ],
          "uses": [],
          "label": "Qualify it"
        },
        {
          "id": "l3",
          "kind": "decision",
          "lane": "sdr",
          "next": [
            {
              "to": "l4",
              "label": "Yes"
            },
            {
              "to": "l3a",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Qualified?"
        },
        {
          "id": "l3a",
          "kind": "end",
          "lane": "mkt",
          "next": [],
          "uses": [],
          "label": "Back to nurture"
        },
        {
          "id": "l4",
          "kind": "subprocess",
          "lane": "ae",
          "link": {
            "id": "cmv0ie6ck002hjw06ecsqu1j3",
            "scope": "public",
            "title": "The discovery call: find the real problem"
          },
          "next": [
            {
              "to": "l5"
            }
          ],
          "uses": [],
          "label": "Run the discovery call"
        },
        {
          "id": "l5",
          "kind": "decision",
          "lane": "ae",
          "next": [
            {
              "to": "l6",
              "label": "Yes"
            },
            {
              "to": "l5a",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Real problem found?"
        },
        {
          "id": "l5a",
          "kind": "end",
          "lane": "ae",
          "next": [],
          "uses": [],
          "label": "Close it as not a fit"
        },
        {
          "id": "l6",
          "kind": "subprocess",
          "lane": "ae",
          "link": {
            "id": "cmv0ieer7004zjw06m23o7fjh",
            "scope": "public",
            "title": "Quote to cash: from \"how much?\" to money in the bank"
          },
          "next": [
            {
              "to": "l7"
            }
          ],
          "uses": [],
          "label": "Quote to cash"
        },
        {
          "id": "l7",
          "kind": "subprocess",
          "lane": "cs",
          "link": {
            "id": "cmv0ie9m0003gjw06n4e7s0hw",
            "scope": "public",
            "title": "Onboard a new customer: the first 30 days"
          },
          "next": [
            {
              "to": "l8"
            }
          ],
          "uses": [],
          "label": "Onboard the new customer"
        },
        {
          "id": "l8",
          "kind": "end",
          "lane": "cs",
          "next": [],
          "uses": [],
          "label": "A stranger became a customer"
        }
      ],
      "title": "Lead to customer: the whole sales journey",
      "parent": null
    }
  }
}
```