New Business · The Deal Execution OS

Every stage, built from scratch

Prospecting is pre-opportunity; the opportunity opens at Stage 0 (Initial Interest) and runs through Stage 5 (Negotiation & Close). Each stage shows the Signal → Reasoning → Action → Writeback anatomy, the build steps with real Salesforce fields, and the Slack product vision. Built on Salesforce, Gong, Momentum, DealHub, Clari, and Slack — then hands off to New Customer Onboarding.

What Sales gets: AEs who sell instead of typing, managers who coach from evidence, and a forecast you can defend.

The Deal Cycle, end to end

New Business — the deal cycle

Prospecting is pre-opportunity; the opportunity opens at Stage 0. Each stage runs the same four-step loop — this rail shows where the loops live across a deal's life.

Create

Develop

Pre-opportunityProspecting

Stage 0Initial Interest

Stage 1Discovery

Stage 2Qualification

Stage 3Demo

Stage 4Proposal

Stage 5Negotiation & Close

Pre-opportunityProspecting

BUYERPassively aware of a problem — not yet in a buying process.

SELLERResearch + tailored outreach to earn the first conversation.

01Signal

Intent / web visits / job changes / community activity via ZoomInfo, Common Room, Sales Navigator.

02Reasoning

Score fit × intent × whitespace; draft a personalized opener.

03Action

Outreach / Mixmax sequence queued + Slack nudge to the owner.

04Writeback

Activity + sequence status logged to Salesforce (no opportunity yet).

Exit criteria →They agree to a meeting → create the opportunity (Stage 0).

Prospecting

Pre-Sale (Stage 0–5)

Post-Sale

Stage 0 — Initial Interest

A real conversation starts

▾

① Signal

First discovery/intro call completed and recorded by Gong.

② Reasoning

Gong extracts initial pain, role, and timeline; Momentum checks whether minimum criteria to create an opportunity are met.

③ Action

Slack prompt: 'Create opportunity?' with pre-filled fields for one-click confirm, plus an auto-drafted recap email.

④ Writeback

Opportunity created at Stage 0 with Pain__c, Buying_Role__c, and a follow-up Task logged.

Momentum

App · Slack

📞 Call recap: Northwind intro

Pain: manual CRM entry eating 6+ hrs/rep/wk. Champion: Dana (RevOps Lead). I drafted a follow-up and pre-filled a new opportunity.

Create Opp

Edit fields

Send email

⚙ How to build it

→Gong call-end webhook → Momentum Autopilot extraction pipeline
→Autopilot writes Pain__c, Next_Step__c, Call_Summary__c
→Momentum drafts the recap email; rep approves in Slack → sent + logged
→Guardrail: opportunity only created if pain + budget signal are both present

Stage 1 — Qualified Opportunity

Worth real time

▾

Stage 2 — Discovery

Deep pain, full map

▾

Stage 3 — Demo

Show the value, tailored

▾

Stage 4 — Proposal / Negotiation

Terms, pricing, momentum

▾

Stage 5 — Closed Won

Signed — and the loop keeps running

▾

RAMP & READINESS

Ramp reps to productive in weeks, not quarters

This is new-rep ramp — not customer onboarding. The moment a hire signs, the engine spins up a personalized, continuously measured readiness sprint: a live 30/60/90 tied to your competency model, scored against practice calls and certifications. Not a slide library reps forget by week two.

SIGNAL

New hire start date + role + segment

The cohort is created and the ramp clock starts the moment the offer is signed.

REASONING

AI builds a personalized 30/60/90 from the competency model

Readiness is scored continuously from practice-call analysis and live certification status.

ACTION

Slack nudges rep + manager

Next certification, a “shadow this winning call” clip, and the week-1 first-win play — pushed to both rep and manager.

WRITEBACK

Status flows back to your systems

Certification status, readiness score, and time-to-first-deal written to CRM / LMS.

30–50%

Ramp time reduction

Day 1

Personalized plan ready

↑ Cert pass

Readiness gated before live deals

vs. cohort

Time-to-first-deal benchmarked

The 30 / 60 / 90

Day 30

Certify on discovery + run the first-win play with manager sign-off.

Day 60

Methodology certification complete; first qualified pipeline self-sourced.

Day 90

First deal in-stage, full territory load, benchmarked against cohort.

Every learning input is traceable to a behavior score and a revenue outcome — training → readiness → performance.