Mid-Funnel Management: Keep Your Sales Opportunities in View
Building on the inquiry that has already been pre-qualified in lead management, the sales opportunity represents the next step in the process. It is a concrete sales opportunity that is expected to reach a decision in the near future. It serves to systematically capture all relevant contacts, document all correspondence and other activities, and store relevant documents. The information consolidated in a business opportunity — or opportunity record — provides the foundation for structured tracking and follow-through.
- Structured management of all information related to a sales opportunity.
- Central working and knowledge base for all team members involved.
- Instant identification of the progress status of sales processes.
- Forecast analyses as early as the beginning of the sales funnel.
- Capture of the delivery scope
for sales opportunities for evaluation of requested products and services.
Identify Sales Potential, Seize Opportunities, Close Deals
The sales opportunity is a critical stage in the sales process across most sales models.
It is part of the sales pipeline and helps to accurately represent this early phase of a sales process. It forms the foundation of opportunity management, which aims to successfully convert prospects into closed deals. The information stored in JustRelate CRM helps you evaluate each individual opportunity, define the ideal course of action, and assess your forecast. Questions like: "Who is the decision-maker?", "What is the probability of closing?", "Which products or services did the customer specifically inquire about?" or "How much potential does sales territory XY actually have right now?" can be answered quickly and based on solid data.
Acting on Facts
For individual sales representatives — and especially for sales leadership — a consolidated, centralized list of all sales opportunities is an invaluable resource. It supports personal organization while also enabling a comprehensive view of the potential revenue within a defined time period. This is what makes effective sales and revenue planning possible.
Optimizing Sales Processes with Purpose
Analyzing individual cases — particularly in the event of a loss (lost-order analysis) — supports consistent sales alignment as well as improvements in product management and marketing. Centralized opportunity management also enables marketing and sales to be targeted precisely where too few qualified inquiries exist in individual sales pipelines.
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