Sales Pipeline is fundamental to not just survival for business but both growth and expansion. 

The progression from Lead to Customer follows a logical, step-by-step flow:

1️⃣ Lead

• Any unqualified contact (e.g., someone who visited your Website/LinkedIn page) who may buy from you.

• Marketing executive team can be the key player here to generate lead.

2️⃣ Prospect

• Lead which is qualified as per your ideal customer profile (ICP) and they have the authority, budget, and need to buy.

• Business Development executive team can be the key player here to qualify lead as prospect.

3️⃣ Opportunity

• Prospect who shows genuine interest and agrees to enter a formal process with proposal to define deal value.

• Sales executive team can be the key player here to create proposal for potential opportunity.

4️⃣ Customer

• Opportunity accepts the proposal and the deal is signed.

• Management executive team can be the key player here to monitor opportunity and customer onboarding.

As a best practice, using CRM (Bitrix, Zoho etc.)  is recommended for tracking leads, prospects and opportunities.