HubSpot Deal Stages
HubSpot deal stages are the steps a deal moves through inside a pipeline, each carrying a win probability used for forecasting. The default sales pipeline runs from Appointment Scheduled through Qualified to Buy, Presentation Scheduled, Decision Maker Bought-In and Contract Sent to Closed Won or Closed Lost.
Key takeaways
- Each deal stage has a win probability that powers weighted forecasting.
- Stages belong to a pipeline; you can customize stages and run multiple pipelines.
- Closed Won and Closed Lost are terminal stages (100% and 0%).
The default HubSpot deal stages
| Stage | Meaning |
|---|---|
| Appointment Scheduled | First meeting booked |
| Qualified to Buy | Fit and need confirmed |
| Presentation Scheduled | Demo or pitch arranged |
| Decision Maker Bought-In | Key stakeholder on board |
| Contract Sent | Paperwork out for signature |
| Closed Won / Closed Lost | Deal won or lost |
Customize stages to your process
The defaults are a starting point. Rename stages, adjust probabilities and add exit criteria so each stage maps to a verifiable step in how you actually sell — that's what makes the weighted forecast trustworthy.
Frequently asked questions
What are the default HubSpot deal stages?
Appointment Scheduled, Qualified to Buy, Presentation Scheduled, Decision Maker Bought-In, Contract Sent, and Closed Won / Closed Lost — all customizable.
Can you customize HubSpot deal stages?
Yes. You can rename stages, change their win probabilities, reorder them and create entirely separate pipelines for different sales motions.
What is deal stage probability in HubSpot?
It's the likelihood a deal at that stage closes, used to weight the forecast. You can use HubSpot's defaults or set your own based on historical close rates.
Related service: Configure deal stages in HubSpot