In this playbook
Define a stage by the evidence behind it
A sourced person, a qualified Introduction, a scoped opportunity, a proposal and a won engagement are different events. Decide what must be known before a record moves to the next stage.
Keep Kite's Introduction standard intact: willingness to talk and your required criteria matter. Your later commercial stages describe your business's own buying and delivery process.
Give each active opportunity a next decision
Write the action, owner and date alongside the customer decision it supports. A requested implementation outline has a clearer purpose than an unexplained instruction to follow up.
Record what the customer actually agreed. An internal target date does not become a promised customer purchase date. Clarify relevance or close the loop when no useful next step remains.
Review the work once a week
Check completed actions, unclear decisions, missing people and proposed customer starts. Sales and delivery should look at the same scope and dependencies before making commitments.
Choose one improvement for the next period. The review should create actions and resolve uncertainty rather than become a recital of every dashboard field.
Diagnose a gap before increasing volume
Compare the same stage, audience and time window. Keep still-open opportunities and unknown results visible. A low progression rate tells you where to investigate; it does not tell you the cause by itself.
Read the cases behind the gap. You may need a clearer offer, another decision-maker, stronger follow-through or a different audience. Test one change so the result can teach you something.
Put the plan into practice
Kite is an introductions platform. It gets you into phone or video meetings with qualified people who have a reason to do business with you. You can choose to let Kite learn about your business and recommend the ideal profiles and locations to pursue. Kite takes care of getting the meetings booked.
Bring the goal and context into Kite. Decide the required fit and useful next conversation, then review the plan and settings before starting work.
Work through the detailed University guide