What is the average win rate by sales stage?
Industry benchmark data from 939 B2B companies. Win rate by stage: Discovery 40%, Qualification 55%, Proposal 70%, Negotiation 85%, Close. Stage progr...
What is the average win rate by sales stage?
TL;DR
B2B win rate by sales stage averages: Discovery 40% → Qualification 55% → Proposal 70% → Negotiation 85% → Closed-Won. Stage-to-stage conversion varies by segment: SMB progresses faster (75% avg), Enterprise slower (55% avg). Biggest drop-off: Qualification to Proposal (-20pt). Top performers maintain 80%+ stage progression through strict qualification (MEDDIC/BANT). Pipeline velocity improves 35% with clear stage criteria. Source: Optifai Sales Ops Benchmark 2025 (N=939 companies, Q1-Q3 2025)
Overview
Industry benchmark data from 939 B2B companies. Win rate by stage: Discovery 40%, Qualification 55%, Proposal 70%, Negotiation 85%, Close. Stage progression: SMB 75%, Enterprise 55%.
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Data source: Optifai Sales Ops Benchmark 2025 (N=939 companies)
Originally published at Optifai Data & Insights