Stage Definition Audit

Evaluate whether an existing pipeline's stage definitions reflect buyer-verifiable milestones - things the buyer did, said, or agreed to - rather than internal rep activity, and deliver a severity-ranked findings report with rewritten exit criteria and a safe migration plan.

Reference frameworks:

• Gartner's six B2B buying jobs (buyer-side reference structure): Problem Identification, Solution Exploration, Requirements Building, Supplier Selection, Validation, Consensus Creation.
• GitLab's public commercial sales handbook (real-world exemplar of a published stage-definition document): definition, who's involved, activities, system enforcement, exit criteria, cross-links.
• MEDDPICC-style gating: each exit-criterion element scored red/yellow/green, all-green to advance.
• Winning by Design's SPICED (buyer-side diagnostic lens): its elements are confirmed with the buyer, not assumed by the rep.

Ground Rules