Sales pipeline stages explained (and how to define yours)
A typical B2B pipeline runs Lead → Qualified → Meeting → Proposal → Negotiation → Won/Lost. The key is exit criteria for each stage so a deal only advances when something real happens. Here's how.
Short answer: a standard B2B sales pipeline runs Lead → Qualified → Meeting Booked → Proposal → Negotiation → Closed Won/Lost. The labels matter less than the exit criteria you set for each stage — one concrete event that has to happen before a deal moves forward. Set those and your pipeline reflects reality instead of optimism.
A typical pipeline
- Lead — identified, not yet contacted.
- Qualified — confirmed fit + interest (BANT/MEDDIC-lite).
- Meeting booked — discovery scheduled.
- Proposal — solution + pricing shared.
- Negotiation — terms in discussion.
- Closed Won / Lost — decision made.
The rule that makes it useful
Give each stage an exit criterion — say, "Qualified = confirmed budget + decision-maker engaged." Skip it and reps push deals up the board on hope, and your forecast lies.
Autocloz gives you a configurable pipeline in the free CRM so every deal's stage rests on a real, logged event.
> Start free — set up your pipeline stages and exit criteria.