Using opportunities

Opportunities are the main component of your sales pipeline. Within the sales cycle, once you convert a lead—as we saw in Chapter 3, Creating and Managing Leads—all of your interactions for the sale take place in the opportunity section.

There are many components to opportunities that drive the overall sales cycle, starting with working the opportunity, to forecasting future sales for the management of your sales. We will see how opportunities work by using a business use case.

Business use case

As a sales rep for XYZ Widgets, you have been corresponding with GenePoint, the account you created in Chapter 4, Business Development with Accounts and Contacts. Your conversations have been going...