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Pipeline & funnel
The sales funnel
The stages a prospect passes through from first contact to closed deal — lead, qualified, opportunity, proposal, negotiation, won — with fewer surviving each step.
Owned by: Entry sales analystTest band: Entry sales analyst
In practice
Define the exit criteria for each stage in writing. A funnel where reps decide what "qualified" means is a funnel that cannot be measured.
The kind of thing the test asks
- A funnel where reps decide for themselves what "qualified" means will…
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