15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
Why most early-stage pipelines lie
Stages named after seller activity ("demo done") and moved on optimism. Deals age without anyone noticing.
A starter stage model (copy into your CRM)
| Stage | Meaning | Exit criterion (buyer action) |
|---|---|---|
| 1. Meeting booked | A target buyer agreed to talk | Discovery call held |
| 2. Discovery | Pain and context understood | Buyer confirms the problem and agrees to next step with the right people |
| 3. Solution fit | Shown how it solves their problem | Buyer names decision process, decision-makers and timeline |
| 4. Proposal | Pricing and scope shared | Economic buyer reviewed the proposal live or in writing |
| 5. Commit | Agreeing terms | Mutual close plan agreed; paperwork in legal or procurement |
| 6. Closed won / lost | Outcome | Signed, or a documented loss reason |
1. Meeting booked
A target buyer agreed to talk
Exit criterion
Discovery call held
2. Discovery
Pain and context understood
Exit criterion
Buyer confirms the problem and agrees to next step with the right people
3. Solution fit
Shown how it solves their problem
Exit criterion
Buyer names decision process, decision-makers and timeline
4. Proposal
Pricing and scope shared
Exit criterion
Economic buyer reviewed the proposal live or in writing
5. Commit
Agreeing terms
Exit criterion
Mutual close plan agreed; paperwork in legal or procurement
6. Closed won / lost
Outcome
Exit criterion
Signed, or a documented loss reason
Download the CSV template of this stage model. No email required.
Rules that keep it honest
Every deal has a next step with a date. No stage skip without the exit criterion. Deals with no activity for a set period get reviewed. Loss reasons are required.
15 minutes with Kurt. You leave with a clear view of where your pipeline breaks.
How to use it in a weekly review
Walk stage by stage, newest at the top; ask "what buyer action got this here?"; pick one stuck deal to coach on.
What to measure
Stage-to-stage conversion, time in stage, and the share of deals with a dated next step. Track trends, not one-off numbers.
How GrowthGeek helps
Run the team : we set up stages, exit criteria, scorecards and the weekly coaching loop in your CRM.