Deal stage changes are orchestration moments: entering Discovery triggers prep and research; entering Proposal triggers stakeholder-coverage checks; Closed-Lost triggers the recycling play. CRM owns the stage; workflows own the response.
Discovery entry
Trigger: opportunity → Discovery. Actions: agent compiles the account research brief, meeting-prep doc attaches to the CRM record, outbound to other contacts at the account shifts from prospecting tone to deal-support tone.
Proposal entry
Check buying-committee coverage: if fewer than 3 engaged threads, the agent proposes multi-threading touches to uncovered personas. Notify the AE of coverage gaps rather than auto-sending during active deals.
Closed-Won
Suppress the account from all prospecting, trigger the onboarding workflow, notify CS with the full sales-context summary, and schedule the 90-day expansion-signal watch.
Closed-Lost
Log the loss reason, enroll in the 120-day recycling watch (signal-triggered re-engagement — see Re-engagement sequences), and suppress for the cooling window. Lost deals are next year's pipeline if the exit is graceful.
