Stage Definition
Clear stages with exit criteria. ‘Discovery complete’ means specific fields filled and specific actions done.
Product Line Items
Products on deals for accurate forecasting. Price books per region. Discounts applied at item level.
Forecast Categories
Commit, Best Case, Pipeline. Reps categorize each deal. Forecast rolls up with rep intent, not just weighted pipeline.
Team Selling
Multiple users on a deal. Roles (owner, exec sponsor, SE). Activity visible to all team members.
Collaboration
Chatter-like feed on deal. @mention stakeholders. Deal-specific channel in Cliq for complex cycles.