The RevOps & CRM Academy

Entry criteria: What must be true for a deal to enter this stage? Be specific. "Qualified" isn't a criterion. "Champion identified, budget confirmed, decision timeline established" is.
Required fields: What data must be captured at this stage? At "Discovery Completed," require: pain points, current solution, decision maker, and timeline. At "Proposal," require: amount, close date, and competitor.
Exit criteria: What must happen to advance to the next stage? This prevents deals from getting stuck and forces reps to articulate what needs to happen next.

Build the operational infrastructure that drives predictable revenue. CRM architecture, process design, analytics, and the systems thinking that scales go-to-market teams.