Opportunities

CRM > Opportunities

The Opportunities tab maintains opportunities across all accounts. Creating opportunities helps the sales team track and manage the sale pipeline.

Leads vs Opportunities

Lead

• A qualified prospect that proactively wants to learn more about your products and services.
• A type of prospect who has a problem we can solve and we can sell to.
• The prospect is proactively looking: requested a white paper, a demonstration. They have questions.
• A list of names to cold call is not a lead. It's a prospect list.

Opportunity

• When the conversation turns into near-term purchase possibility.
  • They have a defined time-line to make a purchase.
  • You are talking with the decision maker(s) and they are actively seeking to solve problem / issue.
  • Budget has been discussed and is available.
  • The buyer has agreed upon next steps, which may or may not be to purchase from you.
• If you've converted a lead into an opportunity, you have an expected close date.

Adding Opportunities

1. Select the CRM > Opportunities tab.
2. Click New.
3. Enter the following fields.
   • Subject
   • Next Step
   • Account
   • Type
   • Status
   • Location
   • Probability
   • Rating
   • Contact
   • Sales Representative
   • Customer PO#
   • Phone
   • Close Date
   • Lead Source
   • Amount
   • Probability Adjusted Revenue
   • Description

   

4. Select the Activities tab and enter the following. Click Add to add additional rows.
   • Subject - Summary of this activity.
   • Status - Status of this activity.
   • Type - Appointment, Ask for Sale, Call, Demo, Email, Follow up, Inquiry, Marketing, Memo, Proactive Call, Quote, Renew Agreement, Task
   • Account - The customer account.
   • Due Date - Due date for this activity.
   • Reminder - Reminder date for this activity.
   • Contact - Contact for this activity.
   • Start Time - Start time for this activity.
   • Assigned To - Employee assigned this activity.
   • Phone - Contact's phone.
   • End Time - End time for this activity.
   • Assigned By - Employee who assigned this activity.
   • Notes - Additional notes about this activity.
5. Select the Quotations tab and enter the following. Click Add to add additional rows.

   A quote is a form that you send to your prospect or client that lists the prices for the items and services you are selling.

   • Quotation Number
   • Status
   • Name
   • Expiry Date
   • Created By
   • Creation Date
   • Summary
   • Click Save.
     • After you save a quotation, a new Line Items tab displays. You can use it to Add line items to the quotation.
     • You can subsequently Generate, Preview, and Send to Customer all from within this tab.
     • You can then set the Status of the quotation to Approved from within this tab. Once approved, you can Convert the quotation into one or more contracts and a single project.
     • For more information see Quotations.
6. Click the Notes tab. Click Add to add notes.
7. Click the Custom Fields tab.
   • Enter values in the custom fields, as appropriate for this record.
   • Custom fields are maintained using the Admin > My Company > Custom Fields page.
8. Click Attachments tab.
   • Click Upload a new file to upload files to this record. For example, a request for proposal (RFP).
9. Click Save.