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Sales Opportunity Stages Explained

This document outlines 11 sales opportunity stages from initial identification through formal award or loss, including the associated probability of closing and typical activity at each stage, ranging from potential opportunity identification at 0% probability to formal contract signing at 100% probability.

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Boki Boris
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86 views1 page

Sales Opportunity Stages Explained

This document outlines 11 sales opportunity stages from initial identification through formal award or loss, including the associated probability of closing and typical activity at each stage, ranging from potential opportunity identification at 0% probability to formal contract signing at 100% probability.

Uploaded by

Boki Boris
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as XLSX, PDF, TXT or read online on Scribd

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Sales Opportunity Stages


Opportunity ID'd
Idea Discussed
Concept Solution Delivered
Solution Meeting Complete
Full Solution Delivered
Solution Validated
Verbal Acceptance
Negotiation of Terms
Formal Award
Opportunity Lost
Deal Dead or Delayed

Probability
0%
0%
10%
20%
40%
50%
75%
90%
100%
0%
0%

Activity
Potential opportunity identified
Client confirms issues, challenges, need, authority
Written concept submitted to prospect
Concept discussed; including how and when to begin
Written proposal submitted, including outcomes, timeline & pricing
Proposal modified if necessary / Resubmitted
Client decision maker accepts proposal
Contract and SOW in review / negotiation
Contract and SOW signed
Autopsy / Return to Nurturing
Return to Nurturing

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