build a checklist for stage gates for a sales organization pipeline

Define target market and ideal customer profile.

Gather preliminary data on potential leads.

Assess lead quality and fit against established criteria.

Document initial contact and engagement efforts.

Determine next steps for further qualification.

Schedule and conduct discovery meetings with the prospect.

Identify customer pain points and needs.

Gather detailed information on the customer's decision-making process.

Confirm budget and timeline for solution implementation.

Evaluate competition and alternatives considered by the customer.

Develop a tailored solution based on the needs analysis.

Create a comprehensive proposal including pricing, terms, and benefits.

Ensure all internal stakeholders review the proposal for alignment.

Prepare presentation materials for the proposal meeting.

Schedule a presentation meeting with the decision-makers.

Present the proposal clearly and confidently to the prospect.

Address any objections or concerns raised by the prospect.

Highlight unique value propositions and differentiators.

Confirm understanding and agreement on key points.

Collect feedback and gauge prospect's interest level.

Review and adjust proposal based on prospect feedback.

Discuss terms, pricing, and any potential concessions.

Ensure all communication is documented.

Obtain necessary approvals from internal stakeholders.

Finalize agreement on terms and conditions.

Prepare the final contract for signature.

Review the contract with the prospect to ensure clarity.

Confirm the timeline for implementation and next steps.

Obtain signatures and finalize the deal.

Celebrate the win with the team and acknowledge contributions.

Conduct a handover meeting with implementation and support teams.

Schedule a follow-up with the customer to ensure satisfaction.

Gather feedback on the sales process for continuous improvement.

Document lessons learned and best practices for future deals.

Maintain ongoing communication to nurture the relationship for upsell opportunities.