Module 15 — Sales and Marketing
Pipeline Stage Definition
Structuring your sales pipeline
Define clear, outcome-based stages that reflect real progress in a deal. Keep to 4 to 6 stages maximum. Ensure entry and exit criteria are objective, not subjective. Align probabilities with real conversion data.
Key Principle
If you cannot clearly say what changed to move a deal from one stage to the next, the deal has not moved.
