Salesforce for Enterprises – Opportunities & Pipelines Pt. 3
Anne Pyle: Opportunities in Salesforce are really the core of how you determine what’s in your pipeline. If you look at this list of opportunities that we have in Salesforce, you’re looking at the name of the opportunity, different kinds of things you’re going to be doing, the account that we will be doing that for. We have a type that identifies what product basically we’re implementing, how we came across this particular opportunity. It’s really nice to be able to see this in the dashboard.
Close date is either an anticipated close date or an actual close date. Once it’s one. Then really conveniently here are the next steps, things that I need to do to push these along if they’re still in the pipeline. This is what someone needs to do next, to follow up and make sure we don’t drop anything.
The stage in Salesforces’ core to opportunities and how pipelines are actually created. A stage, basically, is how close you are to winning the deal. The first thing that we do– Stages are customizable. This works for ATP solutions. What we do is, we first qualify a client, to see if they are really a potential account that we should pursue. Once that’s done, then we try and set up an initial meeting, often call discovery in the industry plot, to do an analysis of their needs, to see whether or not there’s something that we can do to help them.
If that proves out, we spend a little more time with them, create a proposal for them, negotiate on the proposal. Then, if it comes to fruition, then we have a closed one deal. This one happens to be on hold for different circumstances.
You’re looking here at prospective client opportunities. These are accounts for whom we do no business yet. I also like to take a look at the opportunities we have for existing clients. Here you can see, these are existing clients. These are the things that we’ve done for them. We very often do multiple phases of Salesforce implementations. This would be the product that we actually implemented for them. The lead source, again, very important to close date. For those opportunities that are not yet closed one, we again have what the next step is.
It’s very easy for us to see what needs to happen for an opportunity. You can see that we are trying to– It’s easier to build opportunities on existing clients. This is really good for us to know. These are really great to do recording on, which I’ll show in a different segment of this series.