Do deal stages still make sense in the AI era?

For decades, deal stages have been a staple of sales processes, designed to bring structure and predictability.

But the reality? Deals rarely follow a clean, linear progression. They jump ahead, stall, loop back, and take unexpected turns—because buyers don’t follow a predefined script.

Yet, sales teams often spend more time debating which stage a deal belongs in rather than focusing on what actually moves it forward.

Is an opportunity in "Proposal Sent" or "Negotiation"? Does it really matter?

Instead of rigid stages, the right AI can enable a more dynamic approach—tracking key milestones that signal real progress based on the buyer’s journey.

Executive alignment, security approval, budget commitment—these are the moments that truly determine whether a deal is advancing.

So, what's the challenge with predefined stages?

1 - They force sellers into artificial progressions that may not reflect reality.
2 - They create friction between sales and RevOps over definitions instead of strategy.
3 - They fail to account for the unpredictability of modern buying cycles.

If deal stages aren’t telling the full story, what should replace them?

What happens when a buyer skips steps in your sales process—does your system adjust, or does it create confusion?

What’s the cost of getting deal stages “wrong”? Does it actually impact revenue?

If deal stages didn’t exist, how would you measure progress?

Would love to hear your perspective. Drop your thoughts below. ⬇️

Are deal stages helping or just creating a debate over semantics?

Sales stages were meant to bring clarity and structure to pipeline management and the forecasting process.

But too often, they feel like an internal language that sellers have to navigate rather than a tool that helps them close deals.

How many times have you seen reps and managers debating whether a deal belongs in ‘Commit’ or ‘Best Case’ instead of actually working the deal?

Or a seller moving a deal to ‘Demo Completed’—even when the buyer isn’t ready—just to check a box?

At some point, sales stages became more about categorization than guiding deals forward.

What if we approached it differently?

What if deal stages reflected where the buyer is in their journey—not just where a seller thinks they “should” be?

→ Instead of focusing on exit criteria, sellers would prioritize what the buyer needs at that moment.

→ Coaching would shift from managing internal milestones to understanding buyer intent and timing.

→ Forecasting would rely on real signals, not arbitrary CRM checkboxes.

Would this create better alignment? Or would we lose something valuable in the process?

There’s a fine line between process and bureaucracy.

Curious to hear from other revenue leaders:

How do your deal stages impact sales strategy and coaching? Are they working as intended, or is it time to rethink them?

Let’s discuss.

#CRM #Stages #Sales #FutureOfSales #TraditionalSales #RevOps #OverheardRevOps

A little automation here, a small efficiency gain there.

Most leaders take an incremental approach to AI. But real impact?

It comes from structured, goal-driven implementation—unlocking double- and triple-digit returns.

Erik Brynjolfsson shared important considerations for AI adoption in response to Jeff Hines’ question at #ciForecast last week:

Start with clear KPIs. What matters most? How will you measure success?

Focus on tasks. AI should solve specific problems, not just be a sandbox for experimentation.

Build credibility. Small, measurable wins create trust and accelerate adoption.

Think long-term. AI should align with strategic goals, not just short-term efficiency.

Instead of asking, “How can we use AI?” ask, “Does this move us toward our biggest goals?”

The leaders who get this right won’t just improve efficiency—they’ll drive real transformation and outsized returns.

#ArtificialIntelligence #RevenueGrowth #AIAdoption #AIforBusiness #B2BGrowth

Nouriel Roubini is blunt: The U.S. needs at least 1 million net migrants per year to sustain growth.

In the last four years, 10 million migrants—documented and undocumented—entered the workforce, boosting productivity, increasing production, and keeping inflation in check.

Shutting the door on immigration or mass deportations? That’s a "talent and labor crisis waiting to happen", according to Roubini.

A shrinking workforce might mean slower growth, rising costs, and a potential innovation drain—especially in AI and tech.

If policies choke the talent pipeline, businesses will need to adapt—or risk falling behind.

At Collective[i], we're helping companies stay ahead.

#MassDeportations #USEconomy #USDeportations #USImmigration #USMigrants #Business #LaborCrisis #TalentCrisis

Will an AI-driven world lead us to utopia? Top Davos speaker and Collective[i] advisor, Nouriel Roubini, reveals his bold vision for the future.

Wars are often fought over resources.

If scarcity drives conflict, AI-driven efficiency in resource allocation, supply chains, and production could reduce these tensions—if implemented correctly and managed by the right hands.

For businesses, the same principle applies. AI isn’t just about automation—it’s about stability, competition, and economic power.

Those who understand its role beyond daily operations will be in the best position to adapt and lead.

#AI #GlobalStability #BusinessStrategy #ciForecast