// Sales
Stage Gate
Explicit exit criteria a deal must satisfy to move from one pipeline stage to the next.
In depth
E.g. exit Discovery only when pain, metric and EB are confirmed and logged. Stage gates are the antidote to stage inflation and the foundation of any credible forecast. AI call-summary tooling now auto-detects gate completion.
Related terms
Forecast
The bookings number leadership commits to the board for the current period, a range, a confidence, and the judgment behind it.
MEDDIC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
Pipeline Coverage
Open pipeline in a period divided by the quota for that period. The health check every RevOps team runs on Mondays.