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Sales Process Stages Playbook (Example

)
Lead Qualification Opportunity Pipeline (begins at 40%)

10% 20% 30% 40% 50% 60%
SDR Team “Lead” Converted AE Call Scheduled AE Call Completed Trial/POC Trial/POC
converts raw leads to “Contact” => SAL + SFDC Onboarding Usage
=> MQL => SQL Opportunity Completed Confirmed

Forecast Pipeline (begins at 70%) Closed/WON Sale

70% 90%
80% 100%
MEDDICC Contract/MSA
Analysis Complete Verbal/Email SFDC stage =
in Review
(Enterprise) Commitment Closed/WON
(Enterprise)

• ≥ …

• ≥








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