What is the default sales pipeline?

Deal pipelines help visualize your sales process, estimate revenue and identify any bottlenecks or issues that may be preventing deals from closing. Deals stages are the different steps in your pipeline and are used to see where each deal is in the sales process.

By default, Brevo includes a sales pipeline with 7 deal stages: New > Qualifying > Demo scheduled > Pending commitment > In negotiation > Won / Lost. You'll find the description of each deal stage below.

🆕 New

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This is the very first step of the sales process. You've acquired new prospects from different sources: a form on your website, emails, phone calls, events, etc. You've added these new prospects as contacts and are about to qualify them to determine if there's a chance you can work together.

🧐 Qualifying

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During this stage, your team will analyze the prospect’s needs based on the first contact you had with them and will determine if your companies are a good fit for each other. As not all leads are worth your sales team’s time and effort, it's important to have efficient and operational lead acquisition and qualification processes.

🧑‍💻 Demo scheduled

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Let’s recap: you’ve identified a potential new customer, initiated contact, and qualified the lead. It’s now time to present what you have to offer. This is the most crucial stage in the sales cycle and requires the most preparation. Be ready to demonstrate how using your product or service will improve daily operations for your customer and how your company achieves this better than anyone else.

In Brevo, the win probability moves up to 25 percent by default.

⏱ Pending commitment

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You've walked the lead through the demo of your product or service and sent them a quote. They are probably discussing it internally before getting back to you with some questions or their final decision.

✍️ In negotiation

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Your job at this point in the sales cycle is to manage and overcome any remark from the prospect. Some prospects can have hesitations or objections—the price is too high, they think the product is missing an important feature, etc.

The important thing is to listen to what the client has to say and be understanding about their concerns. Then reframe your pitch to acknowledge and overcome those concerns.

The possible scenarios are :

  • The lead declines to purchase since he feels it doesn't meet his needs or is very expensive. 

  • The lead has concerns and they are resolved by the sales team.

  • The lead has concerns and they are resolved by offering a free/paid trial.

  • The lead feels confident that it will work for them and wants to discuss it on commercial terms.

🤝 Won 

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If after all these steps the customer is happy with the product and buys it, congrats! You can now mark this deal as Closed Won and start onboarding your new client. 🎉

❌ Lost

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At any point during the sales process, you can lose a deal. Maybe your business isn’t the right fit for the lead or perhaps they don't have enough budget left for the year. No matter the reason, at this point, the deal should be marked as Closed Lost.

We recommend you mark the deal as Closed Lost and not delete it to keep track of all the actions that were made on the deal.

⏭️ What's next?

🤔 Have a question?

If you have a question, feel free to contact our support team by creating a ticket from your account. If you don't have an account yet, you can contact us here.

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