Exiting the discovery stage requires:

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We’ll be using a sample pipeline based on the sales stages of one of Engage Selling’s clients.

It’s important to ensure that your pipeline is customized to your business and it’s OK to have more, fewer or different stages than those we’ve defined in our example.

We’ll be reviewing what qualities each stage has and its exit criteria.

The important takeaway is to ensure you have similar criteria for whatever stages comprise your pipeline.

Stage 1: Discovery (Opportunity Initiation)
Once the sales department receives a lead and its contact details, discovery begins. Leads can originate from marketing, a networking event or a referral, your website or any other source.

The objective of this stage is to gather basic information about the contact and make the initial call or email.

An opportunity only enters the pipeline if you have had lebanon telegram data some preliminary conversation about the prospect’s search for a solution and determined that you are a potential match.

Business cards collected at networking events and info forms from website don’t count for this stage until the seller has made contact with the prospect.


Completing the conversation and establishing that the account meets criteria.
Confirming client information and processing in CRM.
Understanding the client’s buying position.
Establishing a specific follow-up.
Confirming lead source accuracy.
At this stage, your opportunity is only 0% to 5% complete in the sales pipeline, as you haven’t qualified the prospect or begun the sales process yet.

You’re just getting started!