| Deal Stage | Description |
|---|---|
| Prospecting | These are prospects you want to go after. Think of it as a bank in case your pipeline is light. |
| Engaged | Prospects who have responded to marketing outreach (sent on behalf of the AE). Responsibility here is to answer questions and guide prospect toward a phone call/demo. |
| Demo / Meeting Completed | Completed value prop. of sojo. Identify timing, integration souce, prospect ROI |
| Product Explored | Prospect has all information they need: samples, testimonial, referral, and marketing assets. |
| Negotiation | Original pricing based on Tier is shared. Pricing is evaluated by prospect. Identify areas to negotiate and offer concessions if needed. |
| Link Received | All required deal properties have been identified and updated. 80%+ confidence in deal moving to closed-won. Timeline for deals living in this stage is 1-2 weeks. |
| Closed-won | prospect completed sign up form and scheduled their kickoff call |
Every deal in pipeline gets comms / touched every 2 days — after 5 ghosted touches - deal is moved to closed lost
Every deal should get samples either in Engaged or Demo complete phase
^^use sales vault for tools to be utilized in each stage!