Best Practice for managing "On Hold" deals?
We're a B2B SaaS business, currently our process is as follows:
- Lost deals - a deal where the customer explicitly says no (or chooses another product)
- On Hold deals - in all other cases, they are put on hold after a set period of time, by being moved to a separate "On Hold" pipeline, where they go through a reactivation funnel.
Our product can be defined as a "want" rather than a "need", so there are many more deals that meet the "on hold" criteria than the "lost" criteria, meaning we under report lost deals and that our funnel / sales cycle metrics are incorrect.
What is best practice to manage these "on hold" deals in Pipedrive to ensure focused sales teams and accurate reporting?
Thanks for your input!