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Opportunity stages and moving a deal

What each pipeline stage means and how to move a deal to another stage.

Last updated September 20, 2026

The six stages

StageMeaning
DiscoveryA new deal. You are learning about the customer's needs. This is the default stage.
QualifiedThe customer has a real need, budget, and interest.
ProposalA proposal or quote has been sent.
NegotiationTerms and pricing are being negotiated.
Closed WonThe deal was won.
Closed LostThe deal was lost.

Move a deal to another stage

  1. Open the opportunity by clicking its name or card.
  2. Click Edit.
  3. Choose the new stage in the Stage field.
  4. Click Save Changes.

Cards on the Kanban board cannot be dragged between columns. Change the stage from the opportunity's Edit form, or ask the AI assistant, for example "Move the Acme deal to the Proposal stage".

Stage Progression

The opportunity page shows a Stage Progression tracker from Discovery through Qualified, Proposal, and Negotiation to Closed Won, highlighting where the deal is now. The tracker is hidden once a deal is Closed Won or Closed Lost.

Probability and Expected Value

Probability is set by you and does not change automatically when the stage changes. The opportunity page shows Expected Value, which is the deal value multiplied by the probability. For example, a $100,000 deal at 60% has an expected value of $60,000.

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