fix grammar and add link to engagement

biz-dev/sales-operations.md

@@ -1,32 +1,34 @@
 # Sales Operations
 
-Our Business Development sales operations is broken down across five distinct stages. These are described below.
+Our sales operations are divided into five distinct stages. These are described below.
 
 :::{figure} images/sales-process.png
+Simplifed sales process
+:::
 
 ## Leads
 
-**Leads** is the activity that used to educate the market about our products and services. It also serves the ancillary purpose of connecting communities and sharing knowledge back into the science and open source ecosystem.
+The **Leads** stage includes activities needed to educate the market about our products and services. It also serves the ancillary purpose of connecting communities and sharing knowledge with the science and open source ecosystems.
 
-Marketing is a sub-process of the Leads stage that involves content creation and curation. The key artifacts generated at this stage include:
+Marketing is a sub-process of the Leads stage. It involves content creation and curation. The key artefacts generated at this stage include:
 
 -   Shareable assets
 -   Social media posts
 
 ## Sales
 
-**Sales** consists of two sub-processes, namely Pre-sales and Sales.
+The **Sales** stage consists of two sub-processes, namely Pre-sales and Sales.
 
-Pre-sales focuses on the identification of possible customers/communities for our Business Development team to engage.
+The _pre-sales process_ focuses on the identification of possible customers/communities for our Business Development team to engage.
 
-Sales focuses on moving the customers/communities through our CRM pipleline. The CRM pipeline is a workflow that consists of the following stages:
+The _sales process_ focuses on moving the customers/communities through our CRM pipeline. The CRM pipeline is a workflow that consists of the following stages:
 
-1. **Qualifying** - Establish if a community presents a possible "sales opportunity"
-1. **Prospecting** - Identifying if 'sales opportunity" can benefit from our products and services and if so, could they become a future customer. Doing this early allows us to increase the likelihood that we can convert them into a future customer.
-1. **Partnering** - Agreeing on the statement of work that needs to be delivered by 2i2c to the future-customer/community for them to relaize value from our products and services.
-1. **Invoicing** - Presenting the future-customer with a contract or Memorandum of understanding (MoU), an invoice and then getting paid. This formally moves the future-customer to a 2i2c customer relationship.
+1. **Qualifying** - Establishes if a community presents a possible _sales opportunity_.
+1. **Prospecting** - Allows us to filter and prioritise "sales opportunities" that can benefit from our products and services that could become future customers.
+1. **Partnering** - Finalises the statement of work that needs to be delivered by 2i2c to the future-customer/community for them to realise value from our partnership.
+1. **Invoicing** - Presents the future-customer with a contract or Memorandum of understanding (MoU) and an invoice that allows us to get paid. This formally moves the future-customer to a 2i2c customer relationship.
 
-The key artifacts generated at this stage include:
+The key artefacts generated at this stage include:
 
 -   Proposals
 -   Quotes
@@ -39,19 +41,21 @@ The key artifacts generated at this stage include:
 
 ### Delivery
 
-Delivery is a multi-step stage that includes close collaboration with the P&S team and Delivery Enablement team. Delivery is used to "roll-out" the products and services for our customers.
+The **Delivery** stage is used to "roll-out" the products and services to our customers. The stage involves multi-steps that requiring close collaboration with the P&S team and Delivery Enablement team.
 
 The steps include the following:
 
-1. **Provisioning** - Here we perform activities to ensure effective project management our contractural obligations (see engagement management). The Key artifacts here are AirTable records and a Statement of Work (SoW).
+1. **Provisioning** - This step kicks-off activities that ensure effective project management of our contractual obligations (see [Engagement management](engagement.md)). The key artefacts here are: AirTable records; and a Statement of Work (SoW).
 
-1. **Ongoing services** delivery - At this step, we generate tasks that are provisions via the P&S Team's delivery process. Additionally, we provide infrasture monitoring and support at this step. Key artifacts are P&S Backlog items, delivery commitments.
+1. **Ongoing services** delivery - At this step, we generate tasks that are provisioned via the P&S Team's delivery process. Additionally, we provide infrastructure monitoring and support at this step. Key artefacts are P&S Backlog items and delivery commitments.
 
-1. **Milestone reporting** - The final sub-step for delivery is Impact reporting. This helps 2i2c, our customers (and their communities) know if we met delivered the goals of the contracts (or grants).
+1. **Milestone reporting** - The final sub-step for delivery is Impact reporting. This helps 2i2c and our customers (and their communities) evaluate if we met the goals of the contracts (or grants). Key artefacts are reports.
 
 ### Renewals
 
-Finally, Renewals focuses on renewing or extending our collaboration and partnership with our existing customers/communities. The Key artifacts here are:
+Finally, the **Renewals** stage focuses on renewing or extending our collaboration and partnership with our existing customers/communities.
+
+The key artefacts here are:
 
 -   Usage reports
 -   Agreement renewals
@@ -60,3 +64,5 @@ Finally, Renewals focuses on renewing or extending our collaboration and partner
 The image below provides an overview of all the stages.
 
 :::{figure} images/sales-process-stages.png
+Expanded sales process
+:::