Qualifying an opportunity
Archived
5 Tasks
10 mins
Scenario
Terry has a face-to-face meeting with Laurel Reitler from APW Technologies Corp. regarding carbon monoxide detectors. After the meeting, Terry feels confident to close the deal and wants to move the opportunity forward in the sales process.
During the meeting, Terry learns that:
- Laurel has a strong say in this opportunity
- Today is Laurel’s birthday (born in 1983)
- The competitor EVVA is still actively working with the prospect
Terry wants to capture this information in the application and read the competitive battle card for EVVA so that he understands how to tackle the competition.
Once finished with the updates, Terry wants to understand the likelihood of moving to the next stage and winning the deal, as well as the next-best-actions to take.
Use the following credentials to log in to the exercise system:
| Role | Username | Password |
|---|---|---|
| Sales representative | tmason | rules |
Your assignment consists of the following tasks:
Task 1: Update Laurel Reitler's contact record by updating the birthdate to today’s date.
Task 2: Complete the Identify stakeholders step for the Carbon Monoxide Detectors for APW Technologies opportunity by adding Laurel Reitler as an influencer.
Task 3: Complete the Qualification stage for the Carbon Monoxide Detectors for APW Technologies opportunity.
Task 4: Complete the next best action Read competitive battle card for EVVA.
Task 5: Use the opportunity insights to see status of the opportunity and suggested next-best-actions.
Challenge Walkthrough
Detailed Tasks
1 Find Laurel Reitler's contact record and update her birthdate to today’s date
- Log in to your exercise system as sales representative Terry Mason.
- Select Contacts.
- Filter for Reitler.
- From the list, open the contact record for Laurel Reitler.
- Click Edit.
- In the birth date field, enter the day and month of today’s date and leave the year at 1983.
- Click Submit to save Laurel’s birthdate.
2 Complete the Identify stakeholders step for the Carbon Monoxide Detectors for APW Technologies opportunity by adding Laurel Reitler as an influencer
- Select Opportunities.
- Filter for Business opportunities.
- Search for APW.
- From the list, open the opportunity Carbon Monoxide Detectors for APW Technologies.
- In the Qualification stage, click the Identify stakeholders step.
- Click +Add contact to add a new contact.
- From the Role drop-down, select Influencer.
- In the Search contact field, enter Reitler.
- From the list of results, select Laurel Reitler.
- Click Submit to add Laurel Reitler as an influencer.
3 Complete the Qualification stage for the Carbon Monoxide Detectors for APW Technologies opportunity
- Click Next stage to advance to the Analysis stage.
- On the Change to the next stage page, click Submit to complete the Qualification stage.
4 Complete the next best action Read competitive battle card for EVVA
- Click on the checkmark next to Read competitive battle card for EVVA.
5 Use the opportunity insights to see status of the opportunity and suggested next best actions
- Verify that the Convey birthday wishes to Laurel Reitler action is displayed as a Next best action.
- Use the Opportunity insights to view the likelihood to Move to next stage and the Win probability.