You already know the 9 stages in the Account Business Process: Target, Active, Engaged, Prioritized, Qualified, Pipeline, Implement, Expand, and Advocate. Within each account, there are 4 steps in the Opportunity Sales Process: Discover, Qualify, Propose, and Win. 
 

Discover 

An introductory step where you find out the client’s needs and calculate the amount the deal is worth (one-time costs plus recurring amounts). 

Qualify 

The step where you identify the competitors and stakeholders, as well as set a closing date. 

Propose 

Add the corresponding products to the opportunity that meet the customer’s needs and make sure the product aligns with the amounts in the Discover stage. 

Win 

Winning the deal is won and getting the contract signed is the final step in the process. Well done! Completing the Opportunity Sales Process will close the Opportunity in the Account and