Pursuit complexity scales with deal size: more stakeholders, longer cycles, heavier qualification, a formal paper process, and executive sponsorship. Pick the size range, name the deal, and check off what's actually done — the framework tells you what stage you're in and what has to be true to advance.
The company name — everything before the dash — becomes the research target in the Opportunity Profile.
Pursuit process flow
About the framework
A pursuit is a process, and the process should match the deal.
Most pipelines run every opportunity through the same motion regardless of size. A $100K deal and a $10M deal share a vocabulary — discovery, proposal, close — but not a process. The larger deal has four times the stakeholders, a buying committee instead of a buyer, a paper process with its own owners and timeline, and a cycle measured in quarters.
Five deal sizes
Each size range carries its own typical cycle, stakeholder count, qualification rigor (from MEDDIC through MEDDPICC+), pursuit team, and target win rate. The ladder at the top sets the context for everything below it.
Stage-gated, with exit criteria
Every stage names the work and the condition that has to be true before the deal moves. For the largest pursuits the stages carry full standard operating procedures and requirements to advance. Checking the criteria off is what turns the framework from a reference into a read on where a live deal actually stands — and what's being skipped.
How it's used in an engagement
Sales Efficiency engagements use this framework for deal reviews, forecast hygiene, and territory prioritization: every deal in the pipeline is placed on the ladder and at a stage, and the gap between what the rep believes and what the exit criteria show is where the coaching happens.
Qualification vocabulary follows the MEDDIC / MEDDPICC family of frameworks. Prepared for Efficient-Work clients — confidential; please do not redistribute.