# Sales Methodology Guide

## Pipeline Stages Overview

### 1. Lead Stage (10% Probability)

A lead is an initial contact or potential opportunity that has not yet been qualified.

**Entry Criteria:**
- First contact made with prospect
- Basic company information gathered
- Initial interest expressed

**Activities:**
- Research the company and contact
- Identify potential use cases
- Schedule discovery call
- Gather basic requirements

**Exit Criteria:**
- Discovery call completed
- Budget, Authority, Need, Timeline (BANT) partially identified
- Prospect agrees to next meeting

### 2. Qualified Stage (25% Probability)

A qualified opportunity has confirmed need and basic fit with our solution.

**Entry Criteria:**
- BANT criteria confirmed
- Decision maker identified
- Clear use case defined
- Timeline established

**Activities:**
- Deep dive into requirements
- Identify all stakeholders
- Map decision process
- Schedule demo or presentation

**Exit Criteria:**
- Demo completed
- Proposal requested
- Budget confirmed

### 3. Proposal Stage (50% Probability)

A formal proposal or quote has been submitted to the prospect.

**Entry Criteria:**
- Requirements documented
- Pricing approved internally
- Proposal sent to prospect

**Activities:**
- Present proposal
- Address questions
- Handle objections
- Negotiate terms if needed

**Exit Criteria:**
- Proposal reviewed by prospect
- Feedback received
- Negotiation phase begins

### 4. Negotiation Stage (75% Probability)

Active discussions on pricing, terms, or contract details.

**Entry Criteria:**
- Proposal accepted in principle
- Negotiations on terms begun
- Legal or procurement involved

**Activities:**
- Negotiate pricing
- Finalize contract terms
- Address legal concerns
- Get final sign-off

**Exit Criteria:**
- Terms agreed
- Contract ready for signature
- Purchase order received

### 5. Closed Won (100% Probability)

Deal successfully closed and contract signed.

**Entry Criteria:**
- Contract signed
- Payment terms agreed
- Start date confirmed

**Activities:**
- Hand off to implementation
- Send welcome materials
- Schedule kickoff

### 6. Closed Lost (0% Probability)

Deal lost to competitor, no decision, or other reason.

**Common Loss Reasons:**
- Lost to competitor
- No budget
- No decision / timing
- Requirements changed
- Contact went silent

## Best Practices

### Deal Hygiene

1. **Update deals regularly** - Review and update each deal at least weekly
2. **Accurate close dates** - Keep expected close dates realistic
3. **Stage accuracy** - Ensure deals are in the correct stage
4. **Notes matter** - Document all key interactions

### Forecasting Tips

- Weighted pipeline = Deal Value × Probability
- Focus on deals closing this month
- Review stale deals weekly
- Be conservative with close dates

### Common Objections and Responses

**"It's too expensive"**
- Focus on ROI and value
- Break down cost per user
- Compare to cost of not solving the problem

**"We're not ready"**
- Understand the timing concern
- Offer phased implementation
- Stay in touch for future opportunity

**"We're evaluating competitors"**
- Understand their criteria
- Highlight differentiators
- Request fair comparison opportunity

## Key Metrics

| Metric | Target | Description |
|--------|--------|-------------|
| Win Rate | 25%+ | Closed Won / Total Closed |
| Avg Deal Size | Varies | Average value of won deals |
| Sales Cycle | 30-90 days | Avg time from Lead to Close |
| Pipeline Coverage | 3x quota | Total pipeline vs. target |

## Getting Help

- For deal strategy: Contact your sales manager
- For pricing: Contact sales operations
- For technical questions: Contact solutions engineering
- For contract terms: Contact legal