pipeline-management

name	pipeline-management
description	Sales pipeline management and forecasting. Use when tracking opportunities, forecasting revenue, or managing deals.
metadata	{"clawbot":{"emoji":"📊"}}

Pipeline Management

Sales Stages

Stage	Definition	Exit Criteria
Prospecting	Initial contact, qualification	Meeting scheduled
Discovery	Understanding needs	Pain points identified
Demo	Product demonstration	Technical fit confirmed
Proposal	Commercial offer	Proposal sent
Negotiation	Terms discussion	Agreement on terms
Closed Won	Deal signed	Contract executed
Closed Lost	Deal lost	Post-mortem completed

Opportunity Scoring (BANT)

• Budget: Does the prospect have budget?
• Authority: Are we talking to decision makers?
• Need: Is there a genuine problem to solve?
• Timeline: Is there urgency to decide?

Forecasting

Commit vs Pipeline

• Commit: 90%+ probability, will close this period
• Best Case: 50-90% probability, could close
• Pipeline: <50% probability, early stage

Weighted Pipeline

Forecast = Σ (Deal Value × Stage Probability)

Pipeline Hygiene

• All opportunities have next steps
• Close dates are realistic
• Contacts are up to date
• Notes capture latest interactions
• Stage reflects true status