B2B sales pipeline stage template

How to use this template

Copy the stages below into ReachIQ as your deal pipeline. The entry criteria tell reps when a deal can move into a stage, and the exit rule tells them what must be true to move it on. Adjust names and probabilities to match how your customers buy.

1. Appointment scheduled (probability 20%)

• Entry: a first meeting is booked with a relevant contact.
• Exit: the meeting has happened and a real problem has been confirmed.
• Record: contact, company, meeting date and expected deal size.

2. Qualified to buy (probability 40%)

• Entry: budget, authority, need and timing have been discussed.
• Exit: the buyer agrees to see a tailored presentation or proposal.
• Record: amount, close date and the economic buyer as a contact.

3. Presentation scheduled (probability 60%)

• Entry: a demo or presentation is booked with the decision makers.
• Exit: the decision makers have seen the solution and asked for pricing.
• Record: stakeholders added and next steps logged as tasks.

4. Decision maker bought-in (probability 80%)

• Entry: the economic buyer has confirmed they want to go ahead.
• Exit: a contract or order form has been sent.
• Record: proposal attached under Documents on the deal.

5. Contract sent (probability 90%)

• Entry: contract or order form is with the customer.
• Exit: signed (Closed won) or rejected (Closed lost).
• Record: expected signature date as the close date.

6. Closed won and Closed lost

• Closed won: move the deal here the day the contract is signed. Create onboarding tasks immediately.
• Closed lost: always record the closed lost reason, such as price, competitor, timing or no decision. Review the Lost deals by reason report each month.

Rules that keep the pipeline honest

• Every open deal must have an amount, a close date and an owner.
• A deal with no activity for 30 days is reviewed in the weekly meeting.
• Close dates in the past are updated or the deal is closed.