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Build your sales funnel: pipelines, stages and deals

Updated 2026-07-13

In two lines: your funnel is the stages each deal moves through until it closes. In CRM > Settings > Pipelines rename the stages so they match your real process; then, in CRM > Pipelines, drag the deals from one stage to the next.

How do I define my process's stages?

The default stages are a starting point, not your process. Adapt them to how you really sell.

  • Go to CRM > Settings > Pipelines and open your pipeline to edit it.
  • Rename each stage in its Stage name field so it reflects your sales process (for example: First contact, Proposal sent, Negotiation, Close).
  • Use Add stage to add the ones you're missing, and reorder them in the order they happen.

In that same editor you define the pipeline's Loss reasons. To work the deals day to day you go to CRM > Pipelines, the funnel board.

You need at least two stages. If you sell different services with different processes, you can have more than one pipeline and move a deal from one to another when needed.

Fewer, clearer stages work better than many. Each stage should represent a real change in the conversation, not an internal nuance.

How do I work deals in the funnel?

A deal is a sales opportunity. You move it through the stages as it advances. The same funnel is viewed in several ways, depending on what you need. In CRM > Pipelines you have three views:

  • Kanban — the board of columns by stage. Drag the deal from one column to another to advance it.
  • Forecast — projects the close based on each deal's value and stage.
  • Calendar — organizes the deals by date.

And in CRM > Deals you have the Spreadsheet: an editable table, useful for updating many deals quickly (also with its Kanban, Forecast and Calendar views).

Each deal carries its Deal value and its Currency, so you see the money at stake in each stage.

What can I manage inside each deal?

Each deal brings all its information together in one place: when you open it you see its history, its data and the actions to work it. From its record you can:

  • Leave notes. In the Notes tab you log each conversation or agreement, so the context doesn't live only in your head.
  • Move the deal between stages. Drag it between columns in Kanban to advance it, or use Move to another pipeline when the process changes.
  • Reassign the deal to another salesperson. With Reassign owner you pass the opportunity to another person on the team.
  • Add products and calculate the value. In the Quote tab you add lines from your Products catalog (or a Free line) with quantity, price and discount, and MB Suite calculates the Deal value automatically. It's an internal calculation to size the opportunity, not a document sent to the client.
To adapt the deal to your operation, go to CRM > Settings: in Custom fields you add the specific data you record on each deal, and inside each pipeline you define the Loss reasons you pick when you Mark as lost to understand where your opportunities fall through.

Next step: to work a deal in depth —history, activities and agenda—, go to Manage a deal: history, activities and agenda.

Still have questions?

Ask MIA, the MB Suite AI assistant: open it with the MB AI button (⌘J) in the top bar. MIA knows the section you're in, so you can ask it directly about what you see on screen.