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)
Terry wants to capture this information in the application.
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 Terry Mason |
tmason |
rules |
Your assignment consists of the following tasks:
Task 1: View the Next best actions and AI insights for the opportunity.
Task 2: Update the contact record for Laurel Reitler's birthdate.
Task 3: Add Laurel Reitler to the opportunity as an influencer.
Task 4: Complete the Qualification stage for the opportunity.
Task 5: View the updated Next best actions and AI insights.
Challenge Walkthrough
Detailed Tasks
1 View the Next best actions and AI insights for the opportunity
- Log in to your exercise system as sales representative Terry Mason.
- Select Opportunities.
- From the Qualification stage, open the opportunity Carbon Monoxide Detectors for APW Technologies.
- View the Next best actions for the opportunity.
- Click the Polaris icon to open and view the AI insights for the opportunity.
2 Update the contact record for Laurel Reitler's birthdate
- 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.
3 Add Laurel Reitler to the opportunity as an influencer
- Select Opportunities.
- Search for APW.
- From the list, open the opportunity Carbon Monoxide Detectors for APW Technologies.
- Click on the Contacts tab.
- Click +Add.
- 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.
4 Complete the Qualification stage for the opportunity
- Click Complete stage to advance to the Analysis stage.
5 View the updated Next best actions and AI insights
- View the Next best actions for the opportunity. Verify that the action Convey birthday wishes to Laurel Reitler was added.
- Open and view the AI insights for the opportunity. Verify that the likelihoods very increased.