By name: deal-stages description: Apollo.io deal pipeline stages — definitions, exit criteria, required CRM fields, and forecasting categories
Deal Stages
Pipeline Overview
| Stage | Exit Criteria | Forecast Category | Required Fields |
|---|---|---|---|
| Prospecting | Qualified meeting booked | Pipeline | [FILL] |
| Discovery | Pain identified, stakeholders mapped | Best Case | [FILL] |
| Evaluation | Technical validation complete, champion confirmed | Best Case | [FILL] |
| Proposal | Pricing sent, decision timeline agreed | Commit | [FILL] |
| Negotiation | Redlines resolved, legal approved | Commit | [FILL] |
| Closed Won | Signed contract | Closed | [FILL] |
| Closed Lost | [FILL: loss reason required] | Closed | Loss Reason, Competitor |
Stage Definitions
Prospecting
- [FILL: detailed definition]
- Move to Discovery when: [FILL]
Discovery
- [FILL: what "good" looks like at this stage]
- Required: MEDDPICC fields populated (Metrics, Economic Buyer identified)
- Move to Evaluation when: [FILL]
Evaluation
- [FILL]
- Move to Proposal when: [FILL]
Proposal
- [FILL]
- Move to Negotiation when: [FILL]
Negotiation
- [FILL]
- Move to Closed Won when: [FILL]
Forecasting Rules
- Commit = 90%+ confidence, verbal yes, no open blockers
- Best Case = 60-89%, key stakeholders bought in
- Pipeline = <60%, still in early qualification
- [FILL: forecast cadence, who reviews, when]
Common mistakes
- Advancing to Proposal without confirmed champion → [FILL: consequence]
- Missing close date updates → [FILL: RevOps will flag in weekly review]