Default sales pipelines
ChartMogul's default Sales Pipelines give you two ready-to-use pipelines for managing deals: New Business (for moving prospective customers through Discovery, Evaluation, and Negotiation) and Renewals (for tracking existing subscribers through Negotiation, Verbal Commit, and close).
This article covers the entry and exit criteria for each stage so your team uses them consistently.
To review the default pipelines, navigate to Settings > Workspace > Sales Pipelines. If the default pipelines don’t suit your needs, create your own.
New Business pipeline
The New Business pipeline allows you to manage prospective customers. It includes the following stages:
Should you add an opportunity when researching a lead?
Leads are potential customers and prospecting happens when sales reps research and contact leads. Creating opportunities while prospecting can inflate the sales pipeline with unqualified or disengaged leads. Therefore, it’s recommended to add an opportunity when a lead is qualified and has communicated with a sales rep that they’re interested in learning more about your product/service.
Renewals pipeline
The Renewals pipeline helps you manage the renewal process of existing subscriptions. It includes the following stages:
Default stages
Below, we explain each stage of ChartMogul’s default pipelines.
Discovery
Discovery is the first stage in the New Business pipeline. Sales reps use this stage when a Qualified Lead has responded with interest to their initial outreach.
During this stage, sales reps ask questions to assess whether your product/service is a good fit for the prospective customer. To keep the sales process consistent, use a sales team discovery framework. Learn more.
Move a deal to the next stage when all the relevant information has been collected from the sales framework. Add this information as a note to the customer’s record.
Evaluation
Evaluation is the second stage in the New Business pipeline. Sales reps use this stage when a Qualified Lead has expressed an interest in learning more about how the company’s product/service fits their needs.
Sales reps show the prospect how your product solves their problem. Prospects may be on a trial — sales reps can help with setup and answer technical questions.
Move a deal to the next stage when the prospective customer is ready to discuss the contract and billing.
Negotiation
Negotiation is the third stage in the New Business pipeline and the first stage in the Renewals pipeline.
In this stage, sales reps finalize pricing and billing to ensure new or existing customers feel confident about signing.
Advance a deal to Closed Won once the customer signs the contract or provides their billing details.
Verbal Commit
Verbal Commit is the second stage in the Renewals pipeline. Sales reps use this stage when an existing subscriber has told you they intend to renew — meaning they've confirmed interest but haven't yet signed or provided billing details.
In this stage, sales reps reconfirm the renewal terms and address any last-minute concerns.
Advance a deal to Closed Won once the terms are finalized and the customer signs the contract or confirms their billing details.
Closed Won or Closed Lost
Closed Won or Closed Lost is the final stage in the New Business and Renewals pipelines, where no further sales work is needed.
Closed Won means the customer agreed to buy or renew, and you have everything you need to bill them. Sales reps then:
- Finalize paperwork.
- Hand off to the onboarding or customer success team.
Closed Lost means the deal didn’t go through. In this stage, sales reps document the reason for losing the deal, such as an excessive price or a missing feature. This helps analyze trends and improve for the future. Add this information as a note to the customer’s record.
Learn more about the closed stages.
Learn More About Sales in ChartMogul
Learn more about managing sales in ChartMogul on our blog or ChartMogul sales workflow guide.