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Symphony Core Sales Pipeline - Implementation Guide

Document Purpose​

This document provides detailed, actionable specifications for implementing the Sales Pipeline as defined in the Symphony Core Integrated Revenue Lifecycle Framework. This guide includes GHL (GoHighLevel) platform-specific configurations, automation workflows, and operational procedures.

Foundation Reference: All stage definitions and principles are based on Pipeline 2 (Sales Pipeline) from the Integrated Revenue Lifecycle Framework.

Pipeline Overview​

Pipeline Name: Sales Pipeline
Purpose: Convert qualified leads into paying customers
Stages: 7
Automation Level: High
Integration Points: Marketing Pipeline (input), Onboarding Pipeline (output)

Pipeline Architecture​

GHL Pipeline Configuration​

Basic Setup​

In GHL Navigate To: Settings → Pipelines → Create New Pipeline

Pipeline Name: Sales Pipeline
Pipeline Type: Opportunities
Currency: USD
Probability Weighting: Enabled
Lead Routing: Round-robin by deal value
Default Owner Assignment: By territory or round-robin

Custom Fields Configuration​

Create these custom fields in GHL for the Sales Pipeline:

Field NameField TypeOptions/FormatRequiredPurpose
lead_sourceDropdownMarketing, Referral, Direct, Partner, Event, OtherYesAttribution tracking
lead_source_detailText-NoSpecific campaign or referrer
deal_typeDropdownCustom, Standard PackageYesWorkflow routing
qualification_pathDropdownHigh-Touch, Self-ServeYesPath tracking
company_nameText-YesAccount identification
company_sizeDropdown1-10, 11-50, 51-200, 201-500, 500+YesSegmentation
industryDropdown[Your target industries]YesVertical analysis
estimated_deal_valueCurrencyUSDYesPipeline value
decision_timelineDropdown<30 days, 30-60 days, 60-90 days, 90+ days, UnknownNoUrgency indicator
budget_confirmedBooleanYes/NoNoBANT qualification
authority_identifiedBooleanYes/NoNoBANT qualification
need_articulatedBooleanYes/NoNoBANT qualification
timeline_establishedBooleanYes/NoNoBANT qualification
competitors_consideredMulti-Select[Your competitors]NoCompetitive intelligence
discovery_notesLong Text-NoDiscovery call summary
proposal_sent_dateDate-NoSLA tracking
proposal_view_countNumber-NoEngagement tracking
last_follow_up_dateDate-NoActivity tracking
next_follow_up_dateDate-NoTask management
loss_reasonDropdownPrice, Features, Timing, Competitor, No Decision, OtherConditionalLoss analysis
loss_notesLong Text-ConditionalPost-mortem details

Stage 1: New Lead​

Stage Configuration​

Stage Name: New Lead
Probability: 10%
Target Duration: 1-2 business days
Owner: BDR/Sales Team

Entry Criteria​

Automatic Entry:

  • Marketing Pipeline handoff (MQL score ≥70)
  • Form submission with "Talk to Sales" intent
  • Demo request submission
  • Referral form completion

Manual Entry:

  • Direct phone inquiry
  • Email to sales@
  • Event/networking connection
  • Partner referral

GHL Automation: New Lead Capture​

Workflow Name: Sales_NewLead_Initial_Response

Trigger: Opportunity created with Stage = "New Lead"

Actions:

1. Tag Application:
   - Add tag: "sales-new-lead"
   - Add tag: "[lead_source]" (dynamic from custom field)
   
2. Owner Assignment:
   IF company_size = "500+" OR estimated_deal_value > $10,000
      THEN Assign to: Senior AE (round-robin)
   ELSE
      THEN Assign to: AE Pool (round-robin)

3. Immediate Response Email:
   Template: "New Lead - Welcome & Next Steps"
   From: Assigned owner
   Include: Calendar booking link
   Send within: 5 minutes

4. Internal Notification:
   Notify: Assigned owner via SMS + Email
   Message: "New lead assigned: [Contact Name] from [Company Name]"
   Include: Lead score, source, company size

5. Task Creation:
   Task: "Initial contact - qualify path"
   Due: Within 24 hours
   Assigned to: Opportunity owner
   Priority: High

6. CRM Enrichment:
   Action: Lookup company data (if integrated)
   Update: Company size, industry, location

7. Slack Notification (if integrated):
   Channel: #sales-new-leads
   Message: "🎯 New lead: [Contact Name] - [Company] - Source: [lead_source]"

Activities Checklist​

  • Review lead source and marketing engagement history
  • Research company (website, LinkedIn, news)
  • Identify decision makers and stakeholders
  • Determine qualification path (high-touch vs. self-serve)
  • Make initial contact (email or phone)
  • Set expectation for next steps

Exit Criteria​

Move to Stage 2A (Discovery Call) IF:

  • Complex/custom requirements indicated
  • Enterprise or mid-market deal (>50 employees OR >$5K value)
  • Multiple stakeholders involved
  • Meeting scheduled

Move to Stage 2B (Auto Qualification) IF:

  • Standard product fit
  • SMB (<50 employees)
  • Simple use case
  • Self-service interest indicated

Move to Closed Lost IF:

  • Unresponsive after 3 attempts over 7 days
  • Explicitly not interested
  • Disqualified (out of scope, budget, timing)

Success Metrics​

  • Response Time: % contacted within 24 hours (Target: 95%)
  • Contact Rate: % of leads reached (Target: 80%)
  • Path Assignment Accuracy: % correctly routed (Target: 90%)
  • Conversion to Stage 2: % advancing (Target: 60%)

Stage 2A: Discovery Call (High-Touch Path)​

Stage Configuration​

Stage Name: Discovery Call
Probability: 20%
Target Duration: 3-7 business days
Owner: Account Executive

Entry Criteria​

  • Meeting scheduled with prospect
  • Complex or custom requirements
  • Enterprise/mid-market opportunity
  • Multiple decision makers

GHL Automation: Discovery Call Management​

Workflow Name: Sales_DiscoveryCall_Meeting_Sequence

Trigger: Opportunity moved to Stage 2A OR meeting scheduled

Actions:

1. Pre-Call Preparation:
   Task: "Review discovery questionnaire template"
   Due: 1 day before meeting
   Assigned to: Opportunity owner

2. Meeting Confirmation Email:
   Send: 24 hours before meeting
   Template: "Discovery Call Confirmation"
   Include: Agenda, calendar attachment, pre-call questionnaire link
   
3. Pre-Call Questionnaire:
   Send: GHL Form link
   Questions:
     - Current challenges
     - Desired outcomes
     - Decision process and stakeholders
     - Budget range
     - Timeline for implementation
   Track: Form completion

4. Meeting Reminder:
   Send: 1 hour before meeting
   Via: Email + SMS
   Include: Meeting link, agenda

5. Post-Meeting Automation:
   Trigger: Manual "Meeting Completed" tag applied
   Actions:
     a) Send thank you email (within 1 hour)
     b) Create task: "Complete discovery notes" (due: same day)
     c) Create task: "Update BANT fields" (due: same day)

6. No-Show Handling:
   Trigger: No "Meeting Completed" tag after scheduled time + 2 hours
   Actions:
     a) Send "Sorry we missed you" email
     b) Include rescheduling link
     c) Create task: "Follow up on no-show"

Discovery Call Framework​

Meeting Agenda (45-60 minutes):

  1. Introduction & Rapport Building (5 min)

    • Personal connection
    • Set agenda expectations
    • Confirm time allocation

  2. Current State Assessment (15 min)

    • What are you currently doing?
    • What's working? What's not?
    • Pain points and challenges
    • Current tools and processes

  3. Desired Future State (10 min)

    • What does success look like?
    • Specific goals and metrics
    • Timeline expectations
    • Impact on business

  4. BANT Qualification (10 min)

    • Budget: Confirm budget range and authority
    • Authority: Map decision process and stakeholders
    • Need: Validate problem severity and priority
    • Timeline: Understand decision timeline and drivers

  5. Solution Fit Discussion (10 min)

    • High-level solution overview
    • Address specific needs mentioned
    • Differentiation points
    • Initial objection handling

  6. Next Steps (5-10 min)

    • Recap key points
    • Propose next steps
    • Set expectations
    • Schedule follow-up

BANT Qualification Checklist​

Update these custom fields after discovery call:

  • budget_confirmed: Has budget been discussed and confirmed?
  • authority_identified: Have we identified the decision maker?
  • need_articulated: Has the prospect clearly stated their business need?
  • timeline_established: Do we have a decision timeline?

SQL Criteria: At least 3 of 4 BANT checkboxes must be "Yes"

Activities Checklist​

  • Conduct discovery call
  • Complete discovery notes in discovery_notes field
  • Update BANT qualification fields
  • Send follow-up email with summary
  • Determine if qualified for next stage
  • If qualified, determine deal type (custom vs. standard)

Exit Criteria​

Move to Stage 3 (Qualified Lead) IF:

  • Discovery call completed
  • At least 3 of 4 BANT criteria met
  • Clear business need identified
  • Prospect engaged and responsive

Move to Closed Lost IF:

  • Does not meet BANT criteria (less than 3 of 4)
  • Out of scope/budget
  • Timeline too far out (>6 months)
  • Prospect disengaged

Move to Nurture (Exit pipeline temporarily) IF:

  • Timing not right but good fit (3-6 months)
  • Budget not available yet
  • Still in research phase

Success Metrics​

  • Meeting Show Rate: % of scheduled meetings attended (Target: 75%)
  • BANT Completion Rate: % with all fields updated (Target: 100%)
  • Qualification Rate: % advancing to Stage 3 (Target: 60%)
  • Average Discovery Duration: Days in stage (Target: 5 days)

Stage 2B: Auto Qualification (Self-Service Path)​

Stage Configuration​

Stage Name: Auto Qualification
Probability: 20%
Target Duration: 1-7 business days (prospect-driven)
Owner: Inside Sales / Marketing Automation

Entry Criteria​

  • SMB or simple use case
  • Standard product fit indicated
  • Self-service interest ("See Demo Now" clicked)
  • Low complexity signals

GHL Automation: Self-Serve Engagement​

Workflow Name: Sales_AutoQual_Engagement_Sequence

Trigger: Opportunity moved to Stage 2B

Actions:

1. Immediate Demo Access:
   Send: Welcome email with demo video link
   Template: "Watch Your Personal Demo"
   Include: 
     - Link to 12-minute product walkthrough video
     - Self-assessment tool link
     - Pricing calculator link
     - FAQ page link
   
2. Video Engagement Tracking:
   Track: Video play, % watched, completion
   Points:
     - Video started: +10 points
     - 50% watched: +10 points
     - 100% watched: +20 points

3. Page Visit Tracking:
   Track pages visited:
     - Pricing page: +25 points
     - Case studies: +15 points each (max 45)
     - Product features: +10 points
     - FAQ: +5 points
   
4. Email Drip Sequence:
   Day 0: Demo access (immediate)
   Day 1: "Questions about [specific feature]?" (if video watched)
   Day 3: Case study showcase
   Day 5: "Ready to move forward?" + calendar link
   Day 7: "Last chance" + switch to nurture if no engagement

5. Chatbot Engagement:
   Trigger: If online and pages visited
   Message: "I see you're exploring [page topic]. Have questions?"
   Track: Conversation engagement
   Points: Chat initiated = +15 points

6. Engagement Scoring:
   Calculate: Total engagement points
   IF score ≥50 points:
     - Move to Stage 3 (Qualified Lead)
     - Notify inside sales rep
     - Send "Let's talk next steps" email
   
   IF score &lt;20 after 7 days:
     - Move to Nurture campaign
     - Tag: "auto-qual-low-engagement"

7. Self-Assessment Tool:
   Form: Interactive needs assessment (5-7 questions)
   Output: Package recommendation (Starter/Pro/Enterprise)
   Trigger: Upon completion
     - Email results with pricing
     - +30 engagement points
     - Notify sales if Enterprise recommended

Self-Serve Assets Required​

  1. Demo Video (10-15 minutes):

    • Hosted in GHL or video platform
    • Embedded tracking code
    • Clear call-to-action at end

  2. Self-Assessment Tool:

    • GHL Form or survey
    • 5-7 qualification questions
    • Instant results/recommendation

  3. Pricing Calculator:

    • Interactive tool or static page
    • Clear pricing tiers
    • CTA: "Get Started" or "Talk to Sales"

  4. FAQ Page:

    • Anticipate common questions
    • Clear, concise answers
    • CTA buttons throughout

  5. Case Study Library:

    • 3-5 relevant case studies
    • Filterable by industry/use case
    • Video testimonials if available

Engagement Scoring Logic​

ActivityPointsMax Points
Video started+1010
Video 50% watched+1010
Video 100% watched+2020
Pricing page visit+2525
Case study view+15 ea45
Self-assessment completed+3030
Product page visits+10 ea30
Chatbot engagement+1515
Email link clicks+5 ea20
FAQ page visit+55

Qualification Threshold: 50+ points → Move to Stage 3

Activities Checklist (Automated)​

  • [Auto] Video engagement tracked
  • [Auto] Page visits recorded
  • [Auto] Email opens/clicks monitored
  • [Auto] Engagement score calculated
  • [Manual] Review high-engagement leads daily
  • [Manual] Personal outreach if score >40 but not progressing

Exit Criteria​

Move to Stage 3 (Qualified Lead) IF:

  • Engagement score ≥50 points
  • Demo video completed
  • Pricing inquiry submitted
  • Self-assessment completed with good fit

Move to Closed Lost IF:

  • Explicitly unsubscribed
  • Bounced email
  • Indicated not interested

Move to Nurture IF:

  • Low engagement after 7 days (<20 points)
  • Opened emails but no progression
  • Initial interest but needs more time

Success Metrics​

  • Video Completion Rate: % watching >75% (Target: 40%)
  • Self-Qualification Rate: % completing assessment (Target: 25%)
  • Auto-Qual Conversion: % advancing to Stage 3 (Target: 30%)
  • Time to Qualification: Average days (Target: 3-5 days)

Stage 3: Qualified Lead​

Stage Configuration​

Stage Name: Qualified Lead
Probability: 40%
Target Duration: 1-3 business days
Owner: Account Executive

Entry Criteria​

  • Passed discovery (2A) OR auto-qualification (2B)
  • BANT criteria met (3 of 4) OR engagement score ≥50
  • Clear business need identified
  • Prospect engaged and responsive

GHL Automation: Opportunity Assessment​

Workflow Name: Sales_QualifiedLead_Assessment

Trigger: Opportunity moved to Stage 3

Actions:

1. Qualification Confirmation:
   IF from Stage 2A (Discovery):
     Verify: All BANT fields completed
     Alert: Sales manager if missing
   
   IF from Stage 2B (Auto-Qual):
     Verify: Engagement score ≥50
     Review: Self-assessment results

2. Deal Type Determination:
   Prompt AE: "Select deal type: Custom or Standard?"
   Update: `deal_type` custom field
   
   IF deal_type = "Custom":
     Next stage: 4A (Proposal Sent)
     Notify: Solutions team for scoping
   
   IF deal_type = "Standard Package":
     Next stage: 4B (Product Configuration)
     Send: Package selection guide

3. Opportunity Value Update:
   Prompt: "Update estimated deal value"
   Required: Before moving to next stage

4. Competition Research:
   Task: "Research competitors in consideration"
   Due: Within 24 hours
   Assigned to: AE

5. Next Steps Email:
   Template: Based on deal type
   Custom path: "Proposal preparation timeline"
   Standard path: "Select your package"

6. Internal Stakeholder Notification:
   IF estimated_deal_value > $15,000:
     Notify: Sales manager
     Action: Schedule deal review

7. Timeline Setting:
   Update: `decision_timeline` based on discovery
   Set: Next follow-up date

Activities Checklist​

  • Verify qualification (BANT or engagement score)
  • Determine deal type (custom vs. standard)
  • Update estimated deal value
  • Research competitive landscape
  • Identify required resources (solutions architect, implementation team)
  • Set clear next steps with prospect
  • Confirm timeline and decision process

Exit Criteria​

Move to Stage 4A (Proposal Sent) IF:

  • Deal type = Custom
  • Scope understood
  • Ready for proposal development

Move to Stage 4B (Product Configuration) IF:

  • Deal type = Standard Package
  • Package selection underway
  • Pricing accepted in principle

Move to Closed Lost IF:

  • Re-assessment shows poor fit
  • Budget eliminated
  • Lost to competitor (confirmed)

Success Metrics​

  • Stage Accuracy: % correctly routed to 4A vs 4B (Target: 95%)
  • Time in Stage: Average days (Target: 2 days)
  • Conversion to Stage 4: % advancing (Target: 85%)
  • Deal Value Accuracy: % within ±20% at close (Target: 70%)

Stage 4A: Proposal Sent (Custom Path)​

Stage Configuration​

Stage Name: Proposal Sent
Probability: 60%
Target Duration: 5-10 business days
Owner: Account Executive

Entry Criteria​

  • Deal type = Custom
  • Qualified opportunity
  • Scope defined
  • Decision makers identified

GHL Automation: Proposal Management​

Workflow Name: Sales_Proposal_Delivery_Tracking

Trigger: Opportunity moved to Stage 4A

Actions:

1. Proposal Template Selection:
   Prompt AE: Select proposal template
   Options: 
     - Enterprise
     - Mid-Market
     - Custom Services
   
2. Proposal Generation:
   Tool: GHL Proposal Builder OR DocuSign/PandaDoc integration
   Auto-populate:
     - Contact name and company
     - Scope from discovery notes
     - Pricing from estimate
     - Terms and timeline

3. Internal Review (if high value):
   IF estimated_deal_value > $20,000:
     Task: "Review proposal"
     Assigned to: Sales Manager
     Due: Within 24 hours
     Block: Sending until approved

4. Proposal Delivery Email:
   Template: "Your Custom Proposal"
   From: Account Executive
   Include:
     - Proposal document (PDF or link)
     - Video walkthrough (personalized)
     - Calendar link for Q&A
   Track: Opens, clicks, document views

5. Document Engagement Tracking:
   IF using PandaDoc/DocuSign:
     Track: Views, time spent, pages viewed
     Update: `proposal_view_count` field
     Alert: AE when viewed

6. Follow-Up Sequence:
   Day 0: Proposal sent (immediate)
   Day 1: "Have you had a chance to review?" (if not opened)
   Day 3: "Questions about the proposal?" (if opened but no response)
   Day 5: Video from AE - key highlights
   Day 7: "Let's discuss" + calendar link
   Day 10: Check-in call scheduled

7. Engagement Alerts:
   Real-time notification: When proposal opened
   Daily digest: AE receives summary of proposal activity

Proposal Template Structure​

Standard Proposal Sections:

  1. Executive Summary (1 page)

    • Problem statement
    • Proposed solution overview
    • Expected outcomes
    • Investment summary

  2. About Your Company (1 page)

    • Understanding of their business
    • Current challenges (from discovery)
    • Success criteria

  3. Proposed Solution (2-3 pages)

    • Detailed scope of work
    • Deliverables and timeline
    • Methodology
    • Success metrics

  4. Implementation Plan (1-2 pages)

    • Phase breakdown
    • Timeline and milestones
    • Roles and responsibilities
    • Support and training

  5. Investment & ROI (1-2 pages)

    • Pricing breakdown
    • Payment terms
    • ROI calculation
    • Value justification

  6. About Symphony Core (1 page)

    • Company overview
    • Relevant case studies
    • Team bios
    • Why choose us

  7. Next Steps & Terms (1 page)

    • Acceptance process
    • Contract terms
    • Timeline to get started
    • Signature block

Activities Checklist​

  • Complete proposal development
  • Internal review (if required)
  • Schedule proposal presentation
  • Send proposal document
  • Conduct proposal walkthrough
  • Answer questions and objections
  • Track proposal engagement
  • Follow up according to sequence

Exit Criteria​

Move to Stage 5 (Negotiation/Follow-Up) IF:

  • Proposal delivered and acknowledged
  • Prospect reviewing
  • Questions or objections raised
  • Negotiation initiated

Move to Stage 6 (Closed Won) IF:

  • Proposal accepted without changes
  • Contract signed
  • Payment terms agreed (rare - usually goes through Stage 5)

Move to Closed Lost IF:

  • Proposal explicitly rejected
  • Lost to competitor
  • No response after complete follow-up sequence

Success Metrics​

  • Proposal Delivery Time: Days from Stage 4A entry to proposal sent (Target: 3 days)
  • Proposal View Rate: % of proposals opened (Target: 90%)
  • Proposal-to-Close Rate: % of proposals resulting in Closed Won (Target: 40%)
  • Average Proposal Value: $ (Track trend)

Stage 4B: Product Configuration (Standard Path)​

Stage Configuration​

Stage Name: Product Configuration
Probability: 60%
Target Duration: 1-3 business days
Owner: Inside Sales / AE

Entry Criteria​

  • Deal type = Standard Package
  • Qualified opportunity
  • Standard offering meets needs
  • Pricing range acceptable

GHL Automation: Configuration Process​

Workflow Name: Sales_Config_Self_Service

Trigger: Opportunity moved to Stage 4B

Actions:

1. Package Selection Guide:
   Email: "Choose Your Package"
   Include:
     - Comparison table (Starter/Pro/Enterprise)
     - Interactive package selector tool
     - Pricing calculator
     - Feature matrix
   
2. Interactive Configuration:
   Tool: GHL Form or custom configurator
   Sections:
     - Base package selection
     - Add-on features (checkboxes)
     - User/contact volume
     - Payment frequency (monthly/annual)
   
   Real-time pricing display:
     - Shows total as selections are made
     - Displays savings (if annual)
     - Shows "Most Popular" badge

3. Configuration Submission:
   Trigger: Form submitted
   Actions:
     a) Email confirmation with summary
     b) Generate quote (PDF)
     c) Notify assigned rep
     d) Create task: "Review config, schedule call"

4. Consultation Offer (Optional):
   IF estimated_value > $5,000:
     Email: "Let's confirm the best fit"
     Include: Calendar link for 15-min call
   ELSE:
     Email: "Your quote is ready"
     Include: Buy now link OR next steps

5. Pricing Approval (if needed):
   IF discount requested OR custom pricing:
     Task: "Review pricing request"
     Assigned to: Sales Manager
     Due: Within 4 hours

6. Quote Delivery:
   Template: "Your Symphony Core Quote"
   Include:
     - Detailed quote (PDF)
     - Terms and conditions
     - Payment options
     - Contract link (if self-serve)
     - OR calendar link for discussion

7. Follow-Up Sequence:
   Day 0: Configuration received
   Day 1: "Questions about your quote?"
   Day 3: "Ready to get started?" + testimonial
   Day 5: "Last chance for [limited offer]" (if applicable)

Package Structure Example​

Starter Package:

  • Up to X contacts
  • Y automations
  • Z email sends/month
  • Standard integrations
  • Email support
  • Price: $X/month

Pro Package (Most Popular):

  • Up to 2X contacts
  • Unlimited automations
  • 3Z email sends/month
  • All integrations
  • Priority email support
  • Phone support
  • Price: $Y/month

Enterprise Package:

  • Unlimited contacts
  • Unlimited automations
  • Unlimited email sends
  • All integrations
  • Dedicated success manager
  • Phone + chat support
  • Custom onboarding
  • Price: Custom

Self-Service Configuration Flow​

Activities Checklist​

  • Send package selection guide
  • Track configuration tool usage
  • Review submitted configuration
  • Validate pricing and discounts
  • Generate formal quote
  • Send quote to prospect
  • Answer questions (if any)
  • Prepare contract (if ready)

Exit Criteria​

Move to Stage 5 (Negotiation/Follow-Up) IF:

  • Configuration submitted
  • Quote delivered
  • Prospect reviewing
  • Questions or minor changes needed

Move to Stage 6 (Closed Won) IF:

  • Self-service purchase completed
  • Contract signed online
  • Payment processed (rare - usually goes through Stage 5)

Move to Closed Lost IF:

  • Configuration abandoned
  • Pricing rejected
  • No response after follow-up sequence

Success Metrics​

  • Configuration Completion Rate: % starting who finish (Target: 60%)
  • Self-Service Close Rate: % closing without sales call (Target: 20%)
  • Configuration-to-Close Rate: % of configurations resulting in Closed Won (Target: 50%)
  • Average Time to Configure: Minutes in tool (Target: <15 min)

Stage 5: Negotiation/Follow-Up​

Stage Configuration​

Stage Name: Negotiation/Follow-Up
Probability: 75%
Target Duration: 7-21 business days
Owner: Account Executive

Entry Criteria​

  • Proposal or quote delivered (from 4A or 4B)
  • Prospect reviewing
  • Questions, objections, or negotiations underway

GHL Automation: Follow-Up Management​

Workflow Name: Sales_Negotiation_Follow_Up

Trigger: Opportunity moved to Stage 5

Actions:

1. Follow-Up Cadence Initiation:
   Day 0: Proposal/quote delivered (already done in Stage 4)
   Day 3: Check-in email (if no response)
     Template: "Checking in on [Company] proposal"
     Include: Calendar link, FAQ link
   
   Day 7: Value reinforcement email
     Template: "Why [Customer Name] chose Symphony Core"
     Include: Relevant case study, ROI calculator
   
   Day 10: Video message from AE
     Personalized: 1-2 minute Loom video
     Content: Key benefits recap, next steps
   
   Day 14: Executive involvement (if high value)
     IF estimated_value > $25,000:
       CC: VP of Sales or CEO
       Offer: Executive call
   
   Day 21: Final outreach
     Template: "Circling back - is now the right time?"
     Offer: Reschedule or close opportunity

2. Response Handling:
   IF prospect replies with questions:
     - Create task: "Answer questions"
     - Due: Within 4 hours
     - Pause automated sequence
   
   IF prospect schedules call:
     - Pause automated sequence
     - Send meeting prep materials
     - Create task: "Prep for Q&A call"

3. Objection Tracking:
   Create custom activity: "Objection Noted"
   Fields:
     - Objection type (Price, Features, Timing, Competitor, Other)
     - Details
     - Resolution status
   Purpose: Product improvement insights

4. Negotiation Support:
   IF discount requested:
     Task: "Review discount request"
     Assigned to: Sales Manager
     Due: Within 24 hours
     
   IF contract changes requested:
     Task: "Review contract modification"
     Assigned to: Legal/Operations
     Due: Within 48 hours

5. Commitment Signals:
   Alert AE when:
     - Proposal viewed 3+ times
     - Pricing page revisited
     - Contract link clicked
     - Stakeholder added to thread

6. Stalled Deal Management:
   IF no activity for 14 days:
     Alert: Sales Manager
     Task: "Review stalled deal"
     Options: 
       - Re-engage with new angle
       - Move to Closed Lost
       - Move to Long-term Nurture

Common Objections & Responses​

Price Objection:

  • Response Framework:
    1. Acknowledge: "I understand budget is important"
    2. Value: "Let's review the ROI..."
    3. Options: Offer payment plans, phased approach, or value-based pricing
    4. Close: "If we can work within your budget, are you ready to move forward?"

Feature Objection:

  • Response Framework:
    1. Clarify: "Help me understand what you need"
    2. Capability: "Here's how we address that..."
    3. Roadmap: "If not today, it's coming in Q[X]"
    4. Workaround: "In the meantime, here's an alternative approach"

Timing Objection:

  • Response Framework:
    1. Explore: "What's driving the timing?"
    2. Cost of waiting: "What's the impact of waiting [X] months?"
    3. Pilot: "Could we start with a smaller scope?"
    4. Lock in: "Can we sign now and start implementation [later date]?"

Competitor Objection:

  • Response Framework:
    1. Respect: "They're a good company"
    2. Differentiate: "Here's where we differ..."
    3. Proof: "Here's why customers choose us"
    4. Challenge: "What would make us the clear choice?"

Activities Checklist​

  • Execute follow-up cadence
  • Answer all questions promptly
  • Handle objections effectively
  • Negotiate terms if needed
  • Involve stakeholders as needed (manager, solutions, executive)
  • Track all interactions in CRM
  • Obtain verbal or written commitment

Exit Criteria​

Move to Stage 6 (Closed Won) IF:

  • Verbal or written commitment received
  • Contract terms agreed
  • Payment terms confirmed
  • All objections resolved
  • Ready for signature

Move to Closed Lost IF:

  • Explicit rejection
  • Lost to competitor (confirmed)
  • Budget eliminated
  • No response after full follow-up sequence (21+ days)
  • Timing pushed beyond 6 months

Return to Stage 4A/4B IF:

  • Significant scope or pricing changes required
  • Need new proposal or configuration

Success Metrics​

  • Response Rate: % of follow-ups getting responses (Target: 60%)
  • Objection Resolution Rate: % of objections successfully handled (Target: 70%)
  • Stage 5-to-Won Rate: % advancing to Closed Won (Target: 60%)
  • Average Negotiation Time: Days in stage (Target: 14 days)

Stage 6: Closed Won ✅​

Stage Configuration​

Stage Name: Closed Won
Probability: 100%
Target Duration: 1-5 business days
Owner: Account Executive → Customer Success

Entry Criteria​

  • Contract signed by all parties
  • Payment terms agreed and set up
  • All approvals obtained (legal, procurement, etc.)

GHL Automation: Customer Onboarding Trigger​

Workflow Name: Sales_ClosedWon_Handoff ⚠️ CRITICAL WORKFLOW

Trigger: Opportunity moved to Stage 6 (Closed Won)

Actions:

1. Opportunity Update:
   Update fields:
     - Close date: Today's date
     - Actual deal value: Final contract value
     - Probability: 100%
   
2. ⚠️ ONBOARDING PIPELINE CREATION:
   Action: Create new opportunity in "Onboarding Pipeline"
   Copy fields:
     - Contact information (all)
     - Company details
     - Deal value → Project budget
     - Close date → Onboarding start date
     - deal_type → implementation_complexity
     - discovery_notes → Implementation notes
     - Assigned AE → Handoff from (reference)
   
   Assign to: Customer Success Manager
   Stage: "Kickoff Scheduled"
   
   Set dates:
     - Onboarding start: Today + 3 business days
     - Target go-live: Today + 45 days (default)

3. Internal Notifications (Immediate):
   Email to:
     - Customer Success Manager (assigned)
     - Implementation Team Lead
     - Sales Manager
   
   Subject: "🎉 New Customer: [Company Name]"
   Include:
     - Customer details
     - Contract summary
     - Special requirements
     - Link to Sales opportunity
     - Link to new Onboarding opportunity
   
   Slack notification (if integrated):
     Channel: #new-customers
     Message: "🎊 [AE Name] just closed [Company]! ARR: $[value]"

4. Customer Welcome Communication:
   Email to: Primary contact + all stakeholders
   Template: "Welcome to Symphony Core!"
   From: Account Executive
   CC: Customer Success Manager
   Include:
     - Welcome message
     - What to expect next
     - Customer portal access
     - CS Manager introduction
     - Onboarding kickoff date
   
   Send: Within 1 hour of Closed Won

5. Handoff Meeting Scheduling:
   Task: "Schedule handoff meeting"
   Assigned to: Account Executive
   Due: Within 24 hours
   Attendees: AE, CS Manager, Implementation Lead
   Purpose: Transfer context and relationship

6. Contract & Payment Processing:
   IF payment not yet processed:
     Task: "Process initial payment"
     Assigned to: Finance/Operations
     Due: Within 24 hours
   
   Task: "File signed contract"
   Assigned to: Operations
   Due: Within 48 hours

7. CRM Data Hygiene:
   Update:
     - Contact status: "Customer"
     - Account status: "Active"
     - Tags: Add "customer", remove "prospect"
   
   Create:
     - Account record (if not exists)
     - Link opportunity to account

8. Reporting & Analytics:
   Log:
     - Win (for win rate calculation)
     - Source (for attribution)
     - Deal size (for pipeline analysis)
     - Cycle time (for velocity tracking)
   
   Update: Sales rep's commission tracking

9. Success Milestone Communication:
   Internal: Congratulations email to AE and team
   IF deal > $10,000:
     Alert: Leadership team
     Action: Add to monthly wins report

Sales-to-CS Handoff Checklist​

Account Executive Responsibilities:

  • Conduct handoff meeting with CS Manager
  • Transfer all context (decision drivers, stakeholders, preferences)
  • Share all discovery notes and communications
  • Introduce CS Manager to customer (warm handoff)
  • Be available for questions during onboarding
  • Check in at 30-day mark

Customer Success Manager Responsibilities:

  • Attend handoff meeting
  • Review all opportunity history
  • Introduce self to customer within 24 hours
  • Schedule onboarding kickoff within 3 days
  • Create onboarding project plan
  • Own relationship going forward

Critical Information Transfer:

  1. Why they bought (decision drivers)
  2. What success looks like to them
  3. Key stakeholders and their roles
  4. Communication preferences
  5. Any special requirements or concerns
  6. Competitive context (if relevant)
  7. Upsell opportunities identified

Activities Checklist​

  • Finalize contract execution
  • Process payment setup
  • Create onboarding opportunity (auto)
  • Send welcome communication (auto)
  • Schedule handoff meeting
  • Conduct handoff meeting
  • Update CRM completely
  • Celebrate the win! 🎉

Exit Criteria​

This stage has no "exit" - it's the successful end of the sales pipeline.

Transition: Automatically creates Onboarding Pipeline opportunity

Success Metrics​

  • Closed Won Rate: % of opportunities ending here (vs. total opportunities)
  • Average Deal Size: $ value of won deals
  • Sales Cycle Length: Days from Stage 1 to Stage 6
  • Handoff Quality Score: CS Manager satisfaction with information transfer (quarterly survey)

Stage 7: Closed Lost ❌​

Stage Configuration​

Stage Name: Closed Lost
Probability: 0%
Target Duration: Immediate
Owner: Account Executive

Entry Criteria​

  • Explicit rejection from prospect
  • Lost to competitor (confirmed)
  • Budget eliminated or indefinitely postponed
  • Disqualified during sales process
  • No response after complete follow-up (90+ days)

GHL Automation: Loss Analysis & Nurture​

Workflow Name: Sales_ClosedLost_Analysis

Trigger: Opportunity moved to Stage 7 (Closed Lost)

Actions:

1. Loss Reason Capture:
   Prompt AE: "Select loss reason"
   Required field: `loss_reason`
   Options:
     - Price too high
     - Features insufficient
     - Timing not right
     - Lost to [Competitor Name]
     - Went with internal solution
     - No decision made
     - Disqualified (poor fit)
     - Other
   
   Required field: `loss_notes`
   Prompt: "Provide details (for product/sales improvement)"

2. Opportunity Finalization:
   Update fields:
     - Close date: Today
     - Probability: 0%
     - Status: Closed Lost
   
   Preserve all history and notes

3. Internal Notification:
   Email to: Sales Manager
   Subject: "Opportunity Lost: [Company Name]"
   Include:
     - Loss reason
     - Details
     - Opportunity summary
     - Link to opportunity
   
   Purpose: Pattern analysis, coaching opportunities

4. Competitive Intelligence:
   IF loss_reason = "Lost to [Competitor]":
     Create task: "Update competitive intel"
     Assigned to: Sales Operations
     Due: Within 1 week
     Action: Update competitor battle cards

5. Product Feedback Loop:
   IF loss_reason = "Features insufficient":
     Create task: "Review feature gap"
     Assigned to: Product Manager
     Include: Detailed loss notes
     Purpose: Product roadmap prioritization

6. Nurture Campaign Enrollment:
   Action: Add contact to appropriate nurture campaign
   
   Campaign selection:
     IF loss_reason = "Timing not right":
       Campaign: "3-month re-engagement"
     
     IF loss_reason = "Price too high":
       Campaign: "Value education series"
     
     IF loss_reason = "Lost to competitor":
       Campaign: "6-month competitive win-back"
     
     IF loss_reason = "Features insufficient":
       Campaign: "Product updates & roadmap"
     
     ELSE:
       Campaign: "General nurture - quarterly"

7. Future Opportunity Tracking:
   Create task: "Re-engage"
   Due date: Based on loss reason
     - Timing issues: +3 months
     - Lost to competitor: +6 months
     - Price concerns: +4 months
     - Features: +6 months (align with product releases)
   Assigned to: Original AE or BDR team

8. CRM Status Update:
   Update:
     - Contact status: "Lost Opportunity"
     - Tags: Remove "active-opp", add "nurture-[reason]"
   
   Do NOT delete or archive immediately
   Purpose: Re-engagement opportunities

9. Win-Back Monitoring:
   IF competitor won:
     Monitor for: Contract end date (if known)
     Alert: AE at [competitor contract end - 90 days]

Loss Reason Analysis Framework​

Review lost deals weekly with these questions:

  1. Preventable losses: Could we have done something differently?

    • Better discovery?
    • Stronger proposal?
    • Earlier executive involvement?

  2. Product gaps: Are we losing due to missing features?

    • Is this a one-off or pattern?
    • Prioritize for product team?

  3. Pricing issues: Are we priced correctly?

    • Lost on price or lost on value?
    • Is ROI not clear enough?

  4. Process issues: Did our sales process contribute to the loss?

    • Too slow?
    • Too complicated?
    • Wrong resources involved?

  5. Competition: What are we learning about competitors?

    • New competitive threats?
    • Changing market dynamics?
    • Need to update positioning?

Nurture Campaign Strategy​

3-Month Re-engagement (Timing issues):

  • Month 1: Educational content, industry news
  • Month 2: Case study, new features
  • Month 3: Direct outreach, calendar link

6-Month Competitive Win-Back (Lost to competitor):

  • Months 1-3: No direct sales contact, educational content only
  • Month 4: Case study of customer who switched from [competitor]
  • Month 5: New feature announcements
  • Month 6: "How's [competitor] working out?" outreach

Value Education Series (Price concerns):

  • Week 1: ROI calculator
  • Week 3: Case study with clear ROI
  • Week 6: Industry benchmark report
  • Week 10: "Let's revisit your needs" outreach

Activities Checklist​

  • Capture loss reason (required)
  • Provide detailed loss notes (required)
  • Debrief with sales manager
  • Thank prospect for their time (email)
  • Enroll in appropriate nurture campaign
  • Schedule re-engagement task
  • Update competitive intel (if applicable)

Exit Criteria​

Archived IF:

  • Unsubscribed from all communications
  • Marked as "do not contact"
  • Company out of business

Re-opened IF:

  • Prospect re-engages (email, call, form submission)
  • Create new opportunity (fresh start)
  • Reference previous opportunity in notes

Success Metrics​

  • Loss Reason Distribution: % by category (identify patterns)
  • Win-Back Rate: % of lost opps that eventually close (Target: 10-15%)
  • Time to Win-Back: Average months from lost to won (for those who return)
  • Loss Prevention: % of preventable losses (quarterly assessment)

Pipeline Management Best Practices​

Daily Activities​

For Account Executives:

  • Review all opportunities in your pipeline
  • Complete follow-ups for opportunities in Stages 4-5
  • Update next steps and follow-up dates for all active opps
  • Move opportunities to appropriate stages based on activity
  • Respond to all customer inquiries within 4 hours

For Sales Managers:

  • Review new leads (Stage 1) - routing accuracy
  • Review high-value deals in Stages 4-5
  • Identify stalled deals (no activity 7+ days)
  • Review Closed Won - ensure handoffs scheduled
  • Review Closed Lost - patterns and coaching opportunities

Weekly Activities​

For Account Executives:

  • Pipeline review with manager (30-60 min)
  • Update estimated close dates for all opportunities
  • Reach out to stalled deals (no activity 7+ days)
  • Review and update deal values
  • Complete all outstanding tasks

For Sales Managers:

  • Team pipeline review meeting
  • 1-on-1s with each AE (deal coaching)
  • Review win/loss analysis
  • Identify process improvements
  • Update forecast

Monthly Activities​

For Sales Team:

  • Deep-dive pipeline health assessment
  • Review conversion rates by stage
  • Analyze loss reasons and patterns
  • Update Ideal Customer Profile based on wins
  • Refine qualification criteria
  • Training on objection handling (based on losses)

For Sales Leadership:

  • Executive pipeline review
  • Sales and marketing alignment meeting
  • Process optimization review
  • Technology and tool evaluation
  • Commission calculations

Quarterly Activities​

For Organization:

  • Comprehensive win/loss analysis
  • Competitive landscape review
  • Pricing and packaging assessment
  • Sales process audit
  • Forecast accuracy post-mortem
  • Territory and quota planning

Pipeline Health Indicators​

Green (Healthy)​

  • Stage conversion rates at or above targets
  • Velocity (days per stage) at or below targets
  • Win rate ≥25%
  • Pipeline coverage ≥3x quota
  • Less than 20% of deals stalled (no activity 14+ days)
  • High-quality handoffs to Onboarding (95%+ satisfaction)

Yellow (Caution)​

  • Stage conversion rates 10-20% below targets
  • Velocity 20-30% slower than targets
  • Win rate 15-24%
  • Pipeline coverage 2-3x quota
  • 20-35% of deals stalled
  • Moderate handoff quality (80-94% satisfaction)

Red (Requires Intervention)​

  • Stage conversion rates >20% below targets
  • Velocity >30% slower than targets
  • Win rate <15%
  • Pipeline coverage <2x quota

  • 35% of deals stalled

  • Poor handoff quality (<80% satisfaction)

Intervention Actions by Color​

Yellow Pipeline:

  1. Manager reviews all opportunities in Stages 4-5
  2. Re-qualification of older opportunities (Stage 3+)
  3. Increased coaching on objection handling
  4. Accelerated follow-up cadences

Red Pipeline:

  1. Executive involvement in key deals
  2. Complete pipeline audit
  3. Immediate disqualification of non-viable deals
  4. Emergency prospecting initiatives
  5. Process training for entire team
  6. Consider temporary quota relief

Integration with Other Systems​

Marketing Automation Integration​

Data Flow: Marketing Platform → GHL Sales Pipeline

Key Integrations:

  • Lead scoring sync (real-time)
  • MQL handoff (auto-create opportunity)
  • Engagement history (enrich opportunity)
  • Closed-loop reporting (won/lost status back to marketing)

Onboarding Pipeline Integration​

Data Flow: GHL Sales Pipeline Stage 6 (Closed Won) → Onboarding Pipeline Stage 1

Automated Handoff (see Stage 6 automation for details)

Data Synchronized:

  • All contact and company information
  • Deal details (value, type, scope)
  • Special requirements
  • Decision drivers and success criteria
  • All discovery notes and communications

Accounting/Finance Integration​

Data Flow: GHL Sales Pipeline → Accounting System (QuickBooks, Xero, etc.)

Trigger: Stage 6 (Closed Won)

Data Transferred:

  • Customer information (for invoice)
  • Contract value and terms
  • Payment schedule
  • Sales rep (for commission)

Reporting & Dashboards​

Sales Pipeline Dashboard​

View 1: Pipeline Overview

  • Total pipeline value (all stages)
  • Pipeline value by stage (stacked bar chart)
  • Pipeline coverage ratio (pipeline value / quota)
  • Number of opportunities by stage (funnel chart)

View 2: Stage Performance

  • Conversion rates by stage (current vs. target)
  • Average days in each stage (current vs. target)
  • Bottleneck identification (stages with low conversion or high duration)

View 3: Sales Activity

  • Opportunities created this week/month/quarter
  • Opportunities progressed (moved forward) this week
  • Opportunities won/lost this week/month/quarter
  • Win rate trend (weekly)

View 4: Deal Health

  • Stale deals (no activity 14+ days) by stage
  • Deals nearing close date by expected close date
  • High-value deals (>$10K) by stage
  • At-risk deals (low engagement, past expected close)

View 5: Team Performance

  • Leaderboard (deals closed, revenue won)
  • Individual pipeline snapshots
  • Activity levels (calls, emails, meetings by rep)
  • Conversion rates by rep

Key Reports​

Weekly Sales Report (Monday morning):

  • New leads added last week
  • Opportunities advanced last week
  • Closed Won + Closed Lost summary
  • Pipeline health status
  • Top deals to focus on this week

Monthly Sales Report:

  • Month-over-month pipeline growth
  • Win/loss analysis
  • Forecast vs. actual
  • Source attribution (which channels driving revenue)
  • AE performance scorecards

Quarterly Business Review:

  • Quarter results vs. targets
  • Comprehensive win/loss analysis
  • Sales cycle analysis
  • Process effectiveness review
  • Strategic recommendations

Appendix A: GHL Workflow Examples​

Example Workflow 1: New Lead Auto-Response​

Workflow Name: Sales_NewLead_Initial_Response
Trigger: Opportunity Stage Changed to "New Lead"

Actions:
  1. Wait: 0 minutes
  
  2. Send Email:
     Template: "New Lead - Welcome"
     From: `{{opportunity.owner_email}}`
     To: `{{contact.email}}`
     Subject: "Thanks for your interest in Symphony Core"
     Body:
       Hi `{{contact.first_name}}`,
       
       Thanks for reaching out! I'm excited to learn more about your needs.
       
       To help us get started, here are a few ways to connect:
       
       📅 Schedule a discovery call: [Calendar Link]
       🎥 Watch a quick demo: [Demo Video Link]
       📄 Download our guide: [Resource Link]
       
       I'll personally reach out within 24 hours, but feel free to use any of the links above if you'd like to move faster.
       
       Best,
       `{{opportunity.owner_name}}`
  
  3. Send Internal Email:
     To: `{{opportunity.owner_email}}`
     Subject: "🎯 New Lead Assigned: `{{contact.full_name}}`"
     Body:
       New lead assigned to you:
       
       Name: `{{contact.full_name}}`
       Company: `{{contact.company_name}}`
       Source: `{{opportunity.lead_source}}`
       Score: `{{contact.lead_score}}`
       
       View opportunity: [Link]
  
  4. Send SMS to Owner:
     To: `{{opportunity.owner_phone}}`
     Message: "New lead: `{{contact.first_name}}` from `{{contact.company_name}}`. View in CRM."
  
  5. Create Task:
     Title: "Initial contact - qualify path"
     Description: "Contact `{{contact.first_name}}` to determine if High-Touch or Self-Serve path"
     Due Date: Tomorrow at 9:00 AM
     Assigned To: `{{opportunity.owner}}`
     Priority: High
  
  6. Add Tag to Contact:
     Tag: "sales-new-lead"
  
  7. Add Tag to Contact:
     Tag: "source-`{{opportunity.lead_source}}`"

Example Workflow 2: Closed Won Onboarding Trigger​

Workflow Name: Sales_ClosedWon_Handoff
Trigger: Opportunity Stage Changed to "Closed Won"

Actions:
  1. Wait: 0 minutes
  
  2. Create Opportunity:
     Pipeline: "Onboarding Pipeline"
     Stage: "Kickoff Scheduled"
     Contact: `{{opportunity.contact}}`
     Name: "Onboarding - `{{opportunity.contact.company_name}}`"
     
     Custom Fields:
       onboarding_start_date: Today + 3 days
       target_go_live_date: Today + 45 days
       implementation_complexity: `{{opportunity.deal_type}}`
       implementation_notes: `{{opportunity.discovery_notes}}`
       assigned_cs_manager: [Auto-assign based on region]
  
  3. Send Email to CS Team:
     To: cs-team@symphonycore.com
     Subject: "🎉 New Customer: `{{opportunity.contact.company_name}}`"
     Body:
       We just closed a new customer!
       
       Company: `{{opportunity.contact.company_name}}`
       Contact: `{{opportunity.contact.full_name}}`
       Value: $`{{opportunity.deal_value}}`
       Deal Type: `{{opportunity.deal_type}}`
       
       AE: `{{opportunity.owner_name}}`
       
       Onboarding record created: [Link to new opp]
       Sales record: [Link to current opp]
       
       Next step: Schedule kickoff within 3 days
  
  4. Send Email to Customer:
     Template: "Welcome to Symphony Core"
     From: `{{opportunity.owner_email}}`
     CC: `{{onboarding_opportunity.assigned_cs_manager_email}}`
     To: `{{contact.email}}`
     Subject: "Welcome to Symphony Core! 🎉"
     Body:
       Hi `{{contact.first_name}}`,
       
       Welcome to the Symphony Core family! We're excited to get started.
       
       Your dedicated Customer Success Manager, `{{onboarding_cs_manager_name}}`, will be reaching out within 24 hours to schedule your onboarding kickoff.
       
       In the meantime, here's what you can expect:
       
       ✅ Kickoff call within 3 business days
       ✅ Implementation completed in approximately 45 days
       ✅ Ongoing support throughout the process
       
       Access your customer portal: [Portal Link]
       
       Questions? Reply to this email or call us at [Phone Number].
       
       Thanks for choosing Symphony Core!
       
       `{{opportunity.owner_name}}` & `{{onboarding_cs_manager_name}}`
  
  5. Create Task for AE:
     Title: "Schedule handoff meeting"
     Description: "Meet with `{{onboarding_cs_manager_name}}` to hand off `{{contact.company_name}}`"
     Due Date: Tomorrow at 10:00 AM
     Assigned To: `{{opportunity.owner}}`
  
  6. Create Task for CS Manager:
     Title: "Customer kickoff - `{{contact.company_name}}`"
     Description: "Schedule and conduct onboarding kickoff"
     Due Date: Today + 3 days
     Assigned To: `{{onboarding_cs_manager}}`
     Priority: High
  
  7. Update Contact:
     Status: "Customer"
     Add Tag: "customer"
     Remove Tag: "prospect"
     Remove Tag: "sales-active-opp"
  
  8. IF deal_value > $10,000:
     Send Email to Leadership:
       To: leadership@symphonycore.com
       Subject: "Major Deal Closed: `{{opportunity.contact.company_name}}`"
       Body: [Deal summary]

Appendix B: Email Templates​

Template: New Lead - Welcome​

Subject: Thanks for your interest in Symphony Core

Body:

Hi `{{contact.first_name}}`,

Thanks for reaching out to Symphony Core! I'm `{{opportunity.owner_name}}`, and I'll be your main point of contact.

I'd love to learn more about your business and how we can help you achieve your goals.

Here are a few ways to get started:

📅 Schedule a discovery call (15-30 minutes):
   [Calendar Link]

🎥 Watch a quick product demo (12 minutes):
   [Demo Video Link]

📄 Download our guide: "5 Ways to Automate Your Revenue Engine"
   [Resource Link]

I'll personally reach out within 24 hours, but feel free to use any of the links above if you'd like to move faster.

Looking forward to connecting!

Best,
`{{opportunity.owner_name}}`
`{{opportunity.owner_title}}`
`{{opportunity.owner_phone}}`
`{{opportunity.owner_email}}`

Template: Discovery Call Confirmation​

Subject: Discovery Call Confirmed - {{meeting_date}}

Body:

Hi `{{contact.first_name}}`,

Looking forward to our discovery call on `{{meeting_date}}` at `{{meeting_time}}`!

Meeting Details:
📅 Date/Time: `{{meeting_date}}` at `{{meeting_time}}` `{{timezone}}`
🔗 Meeting Link: `{{meeting_link}}`
📞 Dial-in (backup): `{{dial_in_number}}`

Agenda (45 minutes):
1. Learn about your business and current challenges
2. Understand your goals and success criteria
3. Explore how Symphony Core can help
4. Discuss next steps

To make the most of our time, please complete this short questionnaire:
[Pre-Call Questionnaire Link]

Questions before we meet? Just reply to this email.

See you soon!

Best,
`{{opportunity.owner_name}}`

Template: Proposal Sent​

Subject: Your Custom Symphony Core Proposal

Body:

Hi `{{contact.first_name}}`,

As promised, here's your custom proposal for Symphony Core.

📄 View Your Proposal: [Proposal Link]

This proposal includes:
✅ Detailed scope based on our discovery conversation
✅ Implementation timeline and milestones
✅ Investment breakdown and ROI projection
✅ Our recommended approach to achieve your goals

I've also recorded a quick video walkthrough (5 minutes) to highlight the key points:
🎥 [Video Link]

Next Steps:
1. Review the proposal (take your time)
2. Schedule a call to discuss any questions: [Calendar Link]
3. I'll follow up in 2-3 days if I don't hear from you

Questions? I'm here to help.
- Reply to this email
- Call/text me: `{{opportunity.owner_phone}}`
- Schedule a call: [Calendar Link]

Excited about the opportunity to work together!

Best,
`{{opportunity.owner_name}}`

Template: Closed Won - Welcome​

Subject: Welcome to Symphony Core! 🎉

Body:

Hi `{{contact.first_name}}`,

Welcome to the Symphony Core family! We're thrilled to have you on board.

What happens next?

Your dedicated Customer Success Manager, `{{cs_manager_name}}`, will reach out within 24 hours to:
1. Introduce themselves
2. Schedule your onboarding kickoff
3. Answer any initial questions

Timeline:
📅 Onboarding kickoff: Within 3 business days
🚀 Go-live target: `{{target_go_live_date}}`

In the meantime:
✅ Access your customer portal: [Portal Link]
✅ Review our getting started guide: [Guide Link]
✅ Join our community: [Community Link]

Questions? Your team is here:
- `{{cs_manager_name}}` (Customer Success): `{{cs_manager_email}}`
- `{{opportunity.owner_name}}` (Sales): `{{opportunity.owner_email}}`
- Support: support@symphonycore.com | `{{support_phone}}`

Thanks for choosing Symphony Core. We're committed to your success!

Best,
`{{opportunity.owner_name}}` & `{{cs_manager_name}}`

P.S. We'd love to hear about your experience so far. Hit reply and let us know!

Document Control​

VersionDateChangesAuthor
1.0.02025-10-04Initial sales pipeline implementation guide with GHL specificationsSymphony Core Sales Operations Team

Next Review: January 4, 2026
Review Owner: Director of Sales Operations

This document provides implementation specifications for Pipeline 2 (Sales Pipeline) as defined in the Symphony Core Integrated Revenue Lifecycle Framework. All changes to this document should be reviewed to ensure alignment with the foundation framework.