Stage 1
Trigger
Ready when: You can name the one or two outcomes the buyer must deliver this year.
The Buying Journey
From First Trigger to Signed Contract to Renewal.
A large deal passes through six stages, and each stage has a test for when it's done.
Stage 2
Build the Group
Ready when: You've named your champion and given them what they need to explain the case.
Stage 3
Shape the Solution
Ready when: The design ties back to the outcome the buyer must deliver.
Stage 4
Executive Approval
Ready when: You know the approval date, and every other date works back from it.
Stage 5
Contract and Start
Ready when: One named owner covers the path from yes to first delivery.
Stage 6
Renewal
Ready when: A renewal plan starts at signing, with reviews on a set schedule.
Tools and People, Stage by Stage.
Which Tools Carry the Data, Stage by Stage
Stage 5 is the one stage where the CRM isn't named. It's where terms get retyped.
Who Is in the Room
Filled dots are roles named for the stage. Open dots join sometimes or often. Source: counted from the roles in the guide.
Five Stage Playbooks
Hunt. Convert. Expand. Forecast. Close.
Each playbook has one number to track. You'll find the steps in the guide.
Want a map of your own buying journey?