saolalab Pipeline Management
Sales Stages
| Stage | Definition | Exit Criteria |
|---|---|---|
| Prospecting | Initial contact, qualification | Meeting scheduled |
| Discovery | Understanding needs | Pain points identified |
| Demo | Product demonstration | Technical fit confirmed |
| Proposal | Commercial offer | Proposal sent |
| Negotiation | Terms discussion | Agreement on terms |
| Closed Won | Deal signed | Contract executed |
| Closed Lost | Deal lost | Post-mortem completed |
Opportunity Scoring (BANT)
- Budget: Does the prospect have budget?
- Authority: Are we talking to decision makers?
- Need: Is there a genuine problem to solve?
- Timeline: Is there urgency to decide?
Forecasting
Commit vs Pipeline
- Commit: 90%+ probability, will close this period
- Best Case: 50-90% probability, could close
- Pipeline: <50% probability, early stage
Weighted Pipeline
Forecast = Σ (Deal Value × Stage Probability)
Pipeline Hygiene
- All opportunities have next steps
- Close dates are realistic
- Contacts are up to date
- Notes capture latest interactions
- Stage reflects true status