Sales Pipeline Stage Checklist

Stage-by-stage exit criteria — a deal only advances when its criteria are met.

Checklist steps

  1. Stage 1 — Qualified

    Pain confirmed. Budget range known. Decision process mapped.

  2. Stage 2 — Discovery

    Multi-thread (2+ contacts). Success criteria documented.

  3. Stage 3 — Proposal

    Mutual close plan. Champion identified. Pricing aligned.

  4. Stage 4 — Negotiation

    Terms reviewed by legal. Procurement engaged. Verbal commit.

  5. Stage 5 — Closed

    Signed. CRM updated. Handover to CS scheduled.

Frequently asked questions

When should a deal be marked closed-lost?

When no defined next step exists and the buyer has not responded in 14 days.