Closing and Pipeline
Pipeline stages
Stages should reflect buyer actions with clear exit criteria.
Why it matters
Stages reflect buyer progress. Define clear exit criteria for each so the forecast means something.
Healthy pipelines have dated next steps, multiple contacts and realistic dates. Stale, single-threaded deals are the first to slip.
How to apply it
- Define exit criteria per stage
- Update after every interaction
- Review stale deals weekly
Common mistakes
- Stages based on rep hope
- Close dates that never change
Quick answers
What is Pipeline stages?
Stages should reflect buyer actions with clear exit criteria. Stages reflect buyer progress. Define clear exit criteria for each so the forecast means something.
How do I apply Pipeline stages in sales?
Define exit criteria per stage. Update after every interaction. Review stale deals weekly.
What are common mistakes with Pipeline stages?
Stages based on rep hope. Close dates that never change.