How the pipeline works
The prospect pipeline consists of:- Prospects — Potential clients in your book
- Opportunities — Deals linked to prospects with a name, value, and target close date
- Pipeline stages — Steps in your sales process that opportunities move through
- Pipeline view — A board showing all opportunities organized by stage
Default prospect pipeline stages
The prospect pipeline comes with default stages:| Stage | Purpose |
|---|---|
| Identified | New lead, not yet contacted |
| Connected | Initial contact made |
| Meeting scheduled | Discovery meeting on the calendar |
| Qualified | Good fit, actively pursuing |
| Closed won | Converted to client |
| Closed lost | Did not become a client (hidden by default) |
| Archived | No longer active (hidden by default) |
Create a prospect opportunity
The opportunity appears in both the prospect’s record and the pipeline board view.
Move opportunities through stages
From the pipeline board
Open Opportunities in the sidebar to view the pipeline board. Drag opportunity cards between stage columns to update their status.From the opportunity record
Click on an opportunity and change the Stage field to move it to a different stage.Track opportunity value
Each opportunity can have a value representing the potential deal size (often potential AUM) and a probability representing the likelihood of closing. Pipeline stages can have a default probability that applies to opportunities in that stage. You can override the probability on individual opportunities.Multiple opportunities per prospect
A single prospect can have multiple opportunities. Each opportunity tracks independently through the pipeline.Close an opportunity
Closed won
When a prospect becomes a client:Promote the prospect