Page 2 - Participant Guide - Unanet CRM Managing Leads and Opportunities (eBook)

TABLE OF CONTENTS

Table of Contents ....................................................................................... 1

ABOUT THIS PARTICIPANT GUIDE .......................................................... 3

COURSE INTRODUCTION ......................................................................... 4
Learning Objectives .................................................................................................. 4
Roles & Access .......................................................................................................... 4

Lesson 1: View Leads and Opportunities ................................................ 5

Learning Objectives .................................................................................................. 5
Introduction ................................................................................................................ 5

Activity 1.1 – How do I find a potential project I'm going to be working on? ............. 5
Opportunity Grid ........................................................................................................ 6

Activity 1.2 – For our monthly BD meeting, how do I view all of my upcoming
pursuits? .................................................................................................................. 6
Lesson 2: Manage Leads ........................................................................... 7

Learning Objectives .................................................................................................. 7
Introduction ................................................................................................................ 7

Activity 2.1 – A client we have worked with before emailed me to let me know they
may be moving next year. How can I log this potential project so that leadership is
aware? ..................................................................................................................... 7
Activity 2.2 – I've received new details on a lead, how do I log those details? ......... 8
Following up on Leads .............................................................................................. 9

Activity 2.3 – While viewing new leads, how do I assign them to my team? ............ 9

Activity 2.4 – We've determined we are going to chase a project. How can I convert
the lead to an opportunity? ..................................................................................... 10

Activity 2.5 – How do I ensure that I don’t forget to check in a Lead? .................... 10

Lesson 3: Manage Opportunities ........................................................... 11
Learning Objectives ................................................................................................ 11

Introduction .............................................................................................................. 11
Activity 3.1 – One of our key clients reached out about an upcoming project, how
do I create an Opportunity? .................................................................................... 11
Activity 3.2 – If I find out who the architect will be on a project I’m chasing, can I
add them on the go? .............................................................................................. 13

Mass Edit Opportunities ......................................................................................... 13

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Table of Contents