Creating Opportunities in Pipelines and Contact Records

Opportunities, once created, can be added to a pipeline to monitor progress across deal stages in the sales process. You can track the estimated revenue, estimated close date, and the contacts included in a specific opportunity.

In Lead Gen & CRM, opportunities are represented as cards in the Pipeline and can be easily moved to a different deal stage as the opportunity moves across the sales process timeline.

This article will explain how to create and use opportunities in Lead Gen & CRM,.

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Article Contents

• Creating Contact Manager Opportunities
• Creating Pipeline Opportunities
• Accessing Opportunities Attributed to Contacts
• Adding Existing Contacts to Existing Opportunities
• Adding New Contacts to Existing Opportunities
• Setting Primary Contacts
• The Communication Tab
• Writing Opportunity Notes
• Understanding Archived Opportunities
• Understanding Pipeline Opportunity Icons

Available With:

Trial	✓
Essential	✓
Advanced	✓
Ultimate	✓

Toolbar:

Sales

Contacts

Users:

Administrators	✓
Company Managers	✓
Marketing Managers
Sales Managers	✓
Salespersons	✓
Jr. Salespersons

Creating Contact Manager Opportunities

You can create opportunities through the Contact Manager.

To create opportunities through the Contact Manager, start from, Contacts in the left toolbar.

1. Locate the desired contact and click    Options > Create a New Opportunity.
   
   
   Note: Contacts can be attributed to multiple opportunities, but each opportunity will need to be created separately. You can have multiple contacts in one opportunity. However, you must have a primary contact associated with an opportunity.
   
   
   

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2. Enter a name for the opportunity in the Opportunity Name field.
3. Associate an account by clicking Add Account.
4. Enter the following information in the Opportunity Fields section:
   
   • The expected closing date
   • The opportunity's status
   • The desired pipeline
   • The opportunity's pipeline stage
   • A lead owner for the opportunity 
   • The opportunity's monetary value
   • Optionally, enter the Primary campaign
   • Optionally, enter the Opportunity campaign
   • Select the probability to close the opportunity in the Probability to Close section.
   
   
   

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5. Optionally, click Add Products to add products to the opportunity.
6. Click Save.
   
   

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Refer to Using the Opportunity Drawer for more information on creating opportunities.

Creating Pipeline Opportunities

You can create opportunities through pipelines.

To create opportunities through pipelines, do the following:

1. Click Sales > Opportunities in the left toolbar.
2. Click + Create.
3. Enter the name of the contact that will be associated with the opportunity.
4. Click Continue.
5. Click Create a New Opportunity.
6. Enter opportunity information as necessary.
7. Click Save.

Click to enlarge.

Refer to Using the Opportunity Drawer for more information on creating opportunities.

Accessing Opportunities Attributed to Contacts

You can access the opportunities associated with your contacts.

Accessing via the Contact Record

A contact's Contact Record will display a list of all associated opportunities.

To access a contact's opportunities, do the following:

1. Click Contacts in the left toolbar.
2. Click the name of the desired contact.
3. Click the associated opportunities near the contact's name.
4. Click the desired opportunity.

Click to enlarge.

Accessing via the Memberships Tab

Contact opportunity information is also located in the Memberships tab of a contact's record.

To access opportunities that a contact is associated with, do the following:

1. Click Contacts in the left toolbar.
2. Locate and click the name of the desired contact.
3. Click the Memberships tab.
4. Click the    Opps section.
5. Click the desired opportunity.

Click to enlarge.

Adding Existing Contacts to Existing Opportunities

You can add existing contacts to opportunities.

To add existing contacts, do the following:

1. Click Sales > Opportunities in the left toolbar.
2. Click an existing pipeline opportunity.
3. Click the Contacts tab.
4. Enter the desired contact's name into the Add a Contact text box.
5. Select the desired contact.
6. Click Save.

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Adding New Contacts to Existing Opportunities

You can add new contacts to existing opportunities as necessary.

To add new contacts to an existing opportunity, do the following:

1. Click Sales > Opportunity Manager in the left toolbar.
2. Click the name of an existing opportunity.
3. Click the Contacts tab.
4. Click + New Contact.
5. Enter the following contact information:

   First Name Last Name Email Address

   Phone Number Mobile Number Company Name

6. Click Save.

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Setting Primary Contacts

You can set contacts as primary contacts for opportunities.

Setting a contact in an opportunity as the primary contact will also associate the contact’s campaign with the opportunity. The dot next the campaign will be green to reflect this.

To set a primary contact for an opportunity, do the following:

1. Click Sales > Opportunity Manager in the left toolbar.
2. Create or edit an opportunity.
3. Click the Contacts tab.
4. Locate or add the desired contact.
5. Click    Options > Make Primary Contact.
6. Click Save.

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The Communication Tab

You can view communications sent to contacts. If Mail Sync is enabled, you will also see emails sent between the opportunity owner and the contacts.

To utilize communication features for an opportunity, do the following:

1. Click Sales > Opportunity Manager in the left toolbar.
2. Create or edit an opportunity.
3. Click the Communication tab.
4. Click a timeline entry to see what actions were taken.
5. Click    Options to do any of the following:
   • Send a Smart Mail to the contact(s)
   • Send an email to the contact(s)
   • Call a contact
   • Set an opportunity task notification

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Writing Opportunity Notes

You can write notes in opportunities. Any notes added will automatically show the date and time saved. These notes are also used in the Activity Report.

To set notes on an opportunity, do the following:

1. Click Sales > Opportunity Manager in the left toolbar.
2. Create or edit an opportunity.
3. Click the Overview tab.
4. Enter a note in the text box.
5. Click Add Comment.
6. Optionally, click    Option >    Edit to edit a note.
7. Optionally, click    Option >    Delete to delete a note.

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Understanding Archived Opportunities

Opportunities cannot be deleted. Opportunities can, however, be archived. In Lead Gen & CRM, an archived opportunity is an opportunity that is removed from all open opportunities without marking it as won or lost. This is useful for deals that were not appropriately qualified or created in error, as their results will not count negatively against sales reports.

Once archived, these opportunities can no longer be found in pipelines. They will not affect opportunity reporting unless explicitly included when generating reports.

Archiving Opportunities

You can archive opportunities as necessary. 

To archive opportunities, do the following:

1. Click Sales > Opportunities in the left toolbar.
2. Select the desired pipeline.
3. Click the name of the opportunity to be archived.
4. Click the Overview tab.
5. Click the Opportunity Status drop-down menu in the Opportunity Fields section.
6. Select Archived.
7. Click Save.

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Viewing Archived Opportunities

The Reports section of Lead Gen & CRM provides a report on all opportunities won or lost across all pipelines over a given timeframe. The Won/Lost report provides information on archived opportunities.

To view archived opportunities, do the following:

1. Click Analytics in the left toolbar.
2. Click Won/Lost in the Sales Reports section.
3. Click    View > Archived Opps.

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The Won/Lost report will provide the following information on archived opportunities:

• The total number of archived opportunities
• The total opportunity monetary value
• The average opportunity monetary value
• The average time it took to close opportunities

Reopening Opportunities

You can reopen archived opportunities as needed.

To reopen an archived opportunity, do the following:

1. Click Analytics in the left toolbar.
2. Click Won/Lost in the Sales Reports section.
3. Click    View > Archived Opps.
4. Locate the opportunity to be reopened.
5. Click    Options > Reopen.

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Understanding Pipeline Opportunity Icons

Opportunities will have icons added to them when they meet certain criteria. These icons provide an at-a-glance view of important information about and necessary actions for an opportunity. These icons are as follows:

Icon	Name		Description
	No Follow-up Set		The salesperson has not followed up with leads.
	Past Close		The close date has passed for the opportunity.
	Unread Notes		The opportunity has notes that have not been read.