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CRM + E-commerce for D2C

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  1. CRM + E-commerce for D2C
  2. Process
  3. Opportunity progress
Process · Opportunity progress

Opportunity progress

Follow a customer conversation from account context to a won or lost sales outcome. The team should use the same account and opportunity throughout, so the next person can trace the decision without rebuilding the story.

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Step by step

  1. Account context Sales Owner

    The Sales Owner confirms the buyer account and contact before opening a conversation.

    • Confirm identity and standing
    • Updates Accounts, Contacts

  2. Opportunity opened Sales Owner

    The Sales Owner gives the opportunity a subject, account, owner, expected value, close date and next step.

    • Set Status to New
    • Updates Opportunities

  3. Product interest captured Sales Owner

    The Sales Owner adds priced lines for the items under discussion.

    • Keep quantity and price beside the opportunity
    • Updates Opportunity lines, Products

  4. Qualification Sales Owner

    The Sales Owner runs qualification, which records a relationship activity and operation receipt.

    • Move New to Qualified
    • Updates Opportunities, Relationship activities, Operation receipts

  5. Proposal submitted Sales Owner

    The Sales Owner submits the proposal and checks that the email activity and receipt were recorded.

    • Move Qualified to Proposal
    • Updates Opportunities, Relationship activities, Operation receipts

  6. Outcome recorded Sales Owner

    The Sales Owner records a won or lost outcome and gives a reason for loss.

    • Close the opportunity
    • Updates Opportunities, Operation receipts

Where it usually breaks

And how to keep it from happening.

  • A New opportunity may have a close date but no next step. The Sales Owner adds the next buyer action before qualification.
  • A line can hold a quantity and price without representing a purchase. The Sales Manager reads it as proposed scope.
  • A proposal email activity records the workflow action; the team confirms the outbound message separately.
  • A Failed or Needs Review receipt is an exception, even when the opportunity status has changed.

Who does what

Roles and permissions
Sales Owner
, Sales Manager and Product Steward.

Set up CRM + E-commerce for D2C your way.

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