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Opportunity Stages - List

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A pick list of opportunity stage values for use in sales pipeline analysis. Used in combination with dates can provide powerful business intelligence.

Opportunity Stages - ListOpportunity Stages - ListOpportunity Stages - ListOpportunity Stages - List
Opportunity Stages - List

The opportunity stage values should represent clearly delineated steps in the sales process. The picklist values represent specific milestones in the sales lifecycle.
There is no shame in setting an opportunity to closed lost. No one wins 100% of its opportunities, if every deal is won then it means you are missing out on pipeline visibility.
Obtaining visibility of the sales pipeline and sales performance is often the most important benefit that businesses are seeking to obtain full and robust management information.

Opportunity Stages

# 01 : Prospecting (Pre questionaire/proposal) : To Progress

These deals are in the first stage of the sales process. Opportunities in this stage are your long-term pipeline.
There is the possibility of a deal, but right now, it is far from certain.
The customer may not yet have a budget or timescale commitment.
The Close Date is uncertain and can be many months in the future.
Entering deals in this stage is valuable because it is essential to keep track of the long term prospects you are targeting.
The primary outcome of this stage is deciding whether to spend more time, effort and resources working on this opportunity.
i.e. Is there an opportunity? Can we win it? Is it worth winning? Do we want to win it?

# 02 : Prospecting (Pre questionaire/proposal) : In Progress

# 03 : Prospecting (Pre questionaire/proposal) : On Hold

# 04 : Discovery or pre qualification questionnaire/RFI/RFP : To Progress

Discover details of the deal and find out about the customer business situation to aid in creating the proposal or quote you send in the next stage with what the customer wants.
Ask questions about the decision-making process and gather much information about the people involved, gain vital details about the budget and timescales.

# 05 : Discovery or pre qualification questionnaire/RFI/RFP : In Progress

# 06 : Discovery or pre qualification questionnaire/RFI/RFP : Submitted

# 07 : Proposal : To Progress

In this stage, the Customer receives your proposal or quote and is in the business of evaluating. To proceed beyond this stage, the Customer must agree, in principle at least, to do business with you.
Of course, you do not have to issue a formal quote. However, you are communicating specific pricing and scope proposals. In other words, stakeholders within the customer business are evaluating the particular value your company is offering.
Activities might include proof of concept demos, reference visits, etc.

# 08 : Proposal : In Progress

# 09 : Proposal : Submitted

# 10 : Proposal : Evaluating

# 11 : Post Proposal Presentation : To Progress

# 12 : Post Proposal Presentation : In Progress

# 13 : Post Proposal Presentation : Completed

# 14 : Negotiation and Review : To Progress

Closing may involve negotiating concessions on pricing or terms and conditions.
There is likely to be a discussion on the commercial terms. And almost certainly, there is a legal contract to finalize and get signed, agree delivery schedules.

# 15 : Negotiation and Review : In Active Progress

# 16 : Negotiation and Review : On Hold

# 17 : Closed Opportunity: Won

The deal has concluded successfully. The contract has a signature.

# 18 : Closed Opportunity : Lost at pre qualification

# 19 : Closed Opportunity : Lost at proposal

# 20 : Closed Opportunity : Lost at post proposal presentation

# 21 : Closed Opportunity : Lost at Negotiation and Review

Synonyms/tags: opportunity stages, opportunity status, pipeline codes, opportunity stage picklist




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