Feche o deal.
E continue a fechar.

The workhorse of the Expand chapter. A sequence is a timed series of steps (auto-send emails, create call tasks, schedule follow-ups) that standardizes the sales process and removes rep discretion from outreach cadence. PPF priorities feed directly into sequence enrollment.

Industry-average rep forecast accuracy sits at 60-75% (Gartner). AI sales forecasting is the strongest "proven at scale" AI-in-GTM category in 2026. Aviso publicly reports 91% portfolio-wide accuracy on Day 1 of quarter (named enterprise references); Gartner Peer Insights and G2 corroborate sustained ±5% accuracy on Clari. The disagreement signal (model vs rep) is what surfaces at-risk deals before they slip.

ML model predicting the probability each deal closes won. Scores deals on ~50 features including stage progression, close date push history, email engagement intervals, meeting counts, overdue tasks. PDS surfaces which deals are real and which are pipe-padding - directionally validated by Clari customer cases, though no third-party-audited precision figure exists at the workflow level.

Deals are won and lost in conversations, not CRM fields. Closed-won deals converge on a 43/57 talk-to-listen ratio; call analysis extracts competitor mentions, objection patterns, and sentiment shifts that feed back into deal scoring and coaching. Bain 2025: 30%+ win-rate lift - from process redesign + AI, not just dropping AI into the call.

Auto-trigger workflows when deals enter or leave specific stages. When a deal moves to "Negotiation," auto-create a proposal task. When it moves to "Closed Won," trigger onboarding. Every stage transition triggers the next step, ensuring momentum.

Auto-create quotes from deals and route through approval workflows. Standard Approvals use ruleset-driven logic per quote type. Advanced Approvals use multi-step, multi-tier logic for complex deals. Approval chains also protect margin: no rogue discounts without oversight.

AI-based revenue projections for month/quarter end. Models daily sales trends with seasonality and holiday effects. Retrained per portal as more data accumulates. The model outperforms manual rep submissions, and the gap widens as the quarter progresses.

The deal isn't done when it's won - it's done when the customer is realizing value. Top-quartile public SaaS sustains 118-120%+ NRR; below 100% is a structural growth ceiling.

Auto-create renewal quotes when contracts approach renewal dates. Automation detects upcoming renewals, generates quotes from current contract terms, applies applicable legal terms automatically, and routes through approval. Teams targeting top-quartile NRR (120%+, per Bessemer Cloud 100 Benchmarks 2025) cannot afford manual renewal processes at any volume.

AE comp tied to NRR alongside new-logo ARR is the fastest-rising comp pattern (ICONIQ 2026), still a minority. Hybrid is most defensible for mid-market: 70-80% new-logo / 10-20% owned-book expansion / 5-10% logo retention. Clawbacks (~53% of SaaS) typically 90-180 days; EU plans lag US by ~12-24 months.

The frontier: AI that reasons about deals rather than executes fixed rules. The emerging architecture has a Campaign Agent orchestrator dispatching specialized task agents, each owning a specific execution domain (research, outreach writing, risk assessment, forecast updates). Agents inspect deal state, reason across CRM data, email threads, call transcripts, and stakeholder maps, then decide the right next action.