# Sales: turn a prospect into a signed customer

> A process map exported from forks.world (https://forks.world). Author: Brian. Source: https://forks.world/p/cmv4pv5y60007jm066jgpp81b
> 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

- 11 steps across 1 layer
- Persona: Sales rep, Prospect, Legal and finance
- Technology / systems: CRM

## 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`.

## Sales: turn a prospect into a signed customer

Lanes:
- Sales rep: person / role (id `rep`)
- Prospect: person / role (id `prospect`)
- Legal and finance: person / role (id `legal`)
- CRM: technology / system (id `crm`)

Steps, in the order they run:

1. **Qualify the lead: need, budget, authority and timing** [subprocess; Sales rep; id `s1`], 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 Is it worth pursuing?
2. **Is it worth pursuing?** [decision; Sales rep; id `s2`]
   - if "Yes" go to Discovery calls: understand the real problem; if "No" go to Close it out and note why
3. **Discovery calls: understand the real problem** [subprocess; Sales rep; id `s3`], 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 Build a proposal and a quote
4. **Build a proposal and a quote** [subprocess; Sales rep; id `s4`], links to the published process "Create a quote customers actually say yes to" (https://forks.world/p/cmv0ie6sn002mjw06hu8ksavl; full text at https://forks.world/api/public/cmv0ie6sn002mjw06hu8ksavl/export)
   - then Review, negotiate and ask for changes
5. **Review, negotiate and ask for changes** [task; Prospect; id `s5`]
   - then Approve discounts and terms
6. **Approve discounts and terms** [task; Legal and finance; id `s6`]
   - then Close the deal
7. **Close the deal** [subprocess; Sales rep; id `s7`], links to the published process "Negotiate and close the deal" (https://forks.world/p/cmv0ie78x002rjw06p82yefml; full text at https://forks.world/api/public/cmv0ie78x002rjw06p82yefml/export)
   - then Do they sign?
8. **Do they sign?** [decision; Prospect; id `s8`]
   - if "Yes" go to Contract and signature; if "No" go to Review, negotiate and ask for changes
9. **Contract and signature** [subprocess; Legal and finance; id `s9`], links to the published process "Contract and e-signature" (https://forks.world/p/cmv0ie7p5002wjw0684q04gs1; full text at https://forks.world/api/public/cmv0ie7p5002wjw0684q04gs1/export)
   - then Record the win and hand over to delivery
10. **Record the win and hand over to delivery** [end; CRM; id `s10`]
11. **Close it out and note why** [end; Sales rep; id `s2a`]

```mermaid
flowchart LR
  subgraph l_rep["Sales rep"]
    n_s1[["Qualify the lead: need, budget, authority and timing"]]
    n_s2{"Is it worth pursuing?"}
    n_s2a(["Close it out and note why"])
    n_s3[["Discovery calls: understand the real problem"]]
    n_s4[["Build a proposal and a quote"]]
    n_s7[["Close the deal"]]
  end
  subgraph l_prospect["Prospect"]
    n_s5["Review, negotiate and ask for changes"]
    n_s8{"Do they sign?"}
  end
  subgraph l_legal["Legal and finance"]
    n_s6["Approve discounts and terms"]
    n_s9[["Contract and signature"]]
  end
  subgraph l_crm["CRM"]
    n_s10(["Record the win and hand over to delivery"])
  end
  n_s1 --> n_s2
  n_s2 -->|"Yes"| n_s3
  n_s2 -->|"No"| n_s2a
  n_s3 --> n_s4
  n_s4 --> n_s5
  n_s5 --> n_s6
  n_s6 --> n_s7
  n_s7 --> n_s8
  n_s8 -->|"Yes"| n_s9
  n_s8 -->|"No"| n_s5
  n_s9 --> n_s10
```

## Full data (JSON)

```json
{
  "title": "Sales: turn a prospect into a signed customer",
  "maps": {
    "m_root": {
      "id": "m_root",
      "lanes": [
        {
          "id": "rep",
          "name": "Sales rep",
          "type": "person"
        },
        {
          "id": "prospect",
          "name": "Prospect",
          "type": "person"
        },
        {
          "id": "legal",
          "name": "Legal and finance",
          "type": "person"
        },
        {
          "id": "crm",
          "name": "CRM",
          "type": "system"
        }
      ],
      "steps": [
        {
          "id": "s1",
          "kind": "subprocess",
          "lane": "rep",
          "link": {
            "id": "cmv0ie5w5002cjw06h8wl4kzq",
            "scope": "public",
            "title": "Qualify a lead: is this worth a real conversation?"
          },
          "next": [
            {
              "to": "s2"
            }
          ],
          "uses": [],
          "label": "Qualify the lead: need, budget, authority and timing"
        },
        {
          "id": "s2",
          "kind": "decision",
          "lane": "rep",
          "next": [
            {
              "to": "s3",
              "label": "Yes"
            },
            {
              "to": "s2a",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Is it worth pursuing?"
        },
        {
          "id": "s2a",
          "kind": "end",
          "lane": "rep",
          "next": [],
          "uses": [],
          "label": "Close it out and note why"
        },
        {
          "id": "s3",
          "kind": "subprocess",
          "lane": "rep",
          "link": {
            "id": "cmv0ie6ck002hjw06ecsqu1j3",
            "scope": "public",
            "title": "The discovery call: find the real problem"
          },
          "next": [
            {
              "to": "s4"
            }
          ],
          "uses": [],
          "label": "Discovery calls: understand the real problem"
        },
        {
          "id": "s4",
          "kind": "subprocess",
          "lane": "rep",
          "link": {
            "id": "cmv0ie6sn002mjw06hu8ksavl",
            "scope": "public",
            "title": "Create a quote customers actually say yes to"
          },
          "next": [
            {
              "to": "s5"
            }
          ],
          "uses": [],
          "label": "Build a proposal and a quote"
        },
        {
          "id": "s5",
          "kind": "task",
          "lane": "prospect",
          "next": [
            {
              "to": "s6"
            }
          ],
          "uses": [],
          "label": "Review, negotiate and ask for changes"
        },
        {
          "id": "s6",
          "kind": "task",
          "lane": "legal",
          "next": [
            {
              "to": "s7"
            }
          ],
          "uses": [],
          "label": "Approve discounts and terms"
        },
        {
          "id": "s7",
          "kind": "subprocess",
          "lane": "rep",
          "link": {
            "id": "cmv0ie78x002rjw06p82yefml",
            "scope": "public",
            "title": "Negotiate and close the deal"
          },
          "next": [
            {
              "to": "s8"
            }
          ],
          "uses": [],
          "label": "Close the deal"
        },
        {
          "id": "s8",
          "kind": "decision",
          "lane": "prospect",
          "next": [
            {
              "to": "s9",
              "label": "Yes"
            },
            {
              "to": "s5",
              "label": "No"
            }
          ],
          "uses": [],
          "label": "Do they sign?"
        },
        {
          "id": "s9",
          "kind": "subprocess",
          "lane": "legal",
          "link": {
            "id": "cmv0ie7p5002wjw0684q04gs1",
            "scope": "public",
            "title": "Contract and e-signature"
          },
          "next": [
            {
              "to": "s10"
            }
          ],
          "uses": [],
          "label": "Contract and signature"
        },
        {
          "id": "s10",
          "kind": "end",
          "lane": "crm",
          "next": [],
          "uses": [],
          "label": "Record the win and hand over to delivery"
        }
      ],
      "title": "Sales: turn a prospect into a signed customer",
      "parent": null
    }
  }
}
```