Sites on every account
Plants, warehouses and offices are recorded with their own contacts, so the deal knows which site the equipment goes to and who the plant manager there is.
Industrial equipment and capital goods
Long cycles, large tickets, many sites and a buying committee with engineering, procurement and the plant on it: quotes revised for a year, and service contracts that follow the sale.
Typical roles
Also built for
- SaaS and subscription software
- Industrial equipment and capital goods
- Professional and business services
- Wholesale and distribution
What changes for this team
configured at rolloutA company selling machines, systems or equipment to plants and operators has deals that take a year and involve many people at the customer. The quote is revised many times, the plant that receives the machine is not the office that signs, and the service contract after delivery is a second business. B2B CRM fits that shape.
A buying committee with engineering in it
Technical evaluators, the plant's end users, procurement and the economic buyer at head office are on the deal with their stance. Exit criteria can require the technical evaluation before a proposal goes out.
Quote versions that last
A quote revised many times over a year is that many versions on the deal, each with its approval, and the customer's question about what changed between two of them is answered from the record.
Distributors and dealers
Partner accounts are a type, and a deal names the partner that sourced, influenced, resold or fulfilled it, so partner-sourced revenue is reported by partner without bending the account hierarchy. A dealer's own customers stay their own accounts.
Service and spares
The service agreement after delivery is a contract with an end date and a notice deadline, owned by a customer success manager or a service account manager set up as one. The spares and consumables business is expansion on the account.
Forecasting long cycles
Forecast categories and the weekly snapshot show how a large deal's close date has moved across quarters, which a capital goods forecast has to show. Total value is the basis where the machine is the deal; annual value where the service contract is.
Lead to deal for this team
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01
Lead
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02
Qualify
Approval required -
03
Proposal
Sites on every account · A buying committee with engineering in it
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04
Negotiate
Approval requiredQuote versions that last
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05
Bookings check
Approval requiredDistributors and dealers · Service and spares · Forecasting long cycles
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06
Handover
Same records, same gates. The configuration changes how the process runs for this team.
Workspace previews
Approval conditions
With Sales Manager negotiation approval recorded, they submit the deal for bookings validation (Status: Open → PendingClose).
Open
| Owner | Opportunity Name | Account | Stage | Amount |
|---|---|---|---|---|
| LV | Opportunity 715 | ACC-66564 | PS-5338 | 340 |
| KY | Opportunity 462 | ACC-18461 | PS-2598 | 460 |
| BN | Opportunity 584 | ACC-49712 | PS-6274 | 690 |
| FP | Opportunity 114 | ACC-46364 | PS-1897 | 910 |
| WX | Opportunity 613 | ACC-35644 | PS-6289 | 300 |
| UZ | Opportunity 380 | ACC-74461 | PS-9757 | 680 |
YouStatusOpenPendingClose
StatusActiveInRenewalnext 120 days
Typical roles
Roles and permissionsWorks inbound and outbound leads to qualification and hands them to an account executive.
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Reads the forecast, the pipeline and the renewal book without editing any of it.
Modules
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Contacts
The people at each account: who they are, who they report to, the part they play in a purchase, and whether you may contact them.
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Accounts
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
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Pipeline
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
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Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
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Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
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Forecast
Forecast categories on every deal, a quota per rep per period, a weekly submission with commit and best case, and a manager review that is kept alongside it.
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Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
Relevant reports
Reports and dashboardsPipeline by Stage
Open amount and deal count at each stage, weighted and unweighted, by owner and territory in the reporting currency, with the movement since last week and the deals whose close date slipped between the two weekly snapshots.
Forecast vs Quota
Closed, commit and best case against quota per rep, with open pipeline as coverage of the quota remaining, rolled up through manager to region at the period rate, with the manager adjustment shown separately.
Sales Velocity
Days spent in each stage and total cycle length by deal size band and type, from stage history.
Common questions
All questionsCan we use our own sales stages?
Yes. Stages are configuration with a probability, a forecast category and exit criteria each, and the set carries a closed-won and a closed-lost stage. Change them as your process changes; deals keep their history through the change because each deal points at a stage record, so a rename or a reorder never rewrites a deal.
Related questionHow does it handle several people on one deal?
Every contact involved is listed on the deal with a buying role (economic buyer, champion, technical evaluator, procurement, legal and so on) and a stance. Exit criteria can require particular roles before a deal moves on.
Related questionWho approves a discount?
The rules compare each quote against the rep’s discount authority, the product’s maximum discount and floor price, the standard terms and the deal size thresholds. A discount beyond the rep’s authority goes up the reporting line to the first person whose authority covers it; floors and terms go to the deal desk. The decision is on the record, and nobody approves their own quote.
Related questionWhat stops a deal being marked won too early?
The rep marks it pending close with the accepted quote, and the deal desk checks the quote, the amounts and the signed paperwork before it counts. The forecast, the bookings and the commission feed all read the same validated wins.
Related questionHow does forecasting work?
Every open deal has a forecast category. Reps submit weekly; managers review deal by deal, adjust on the record with a comment, and lock the period. Every weekly submission is kept with a line per deal, so the forecast can be rebuilt for any week and checked against what closed. Each quota says whether it is set on annual or total value, and the forecast follows it; deals in other currencies convert at a rate fixed for the period.
Related questionWhat about territories when the team changes?
Sales operations drafts a realignment with new rules and an effective date, models it against the live accounts, and the managers approve the moves for their teams with exceptions. On the date it is applied in bulk, every moved account keeps its previous owner, and open deals do not change hands without a handover the manager confirms.
Related questionOther industries
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Industry
SaaS and subscription software
Recurring revenue sold to business buyers: land and expand, seat-based quotes, renewals as the biggest deals of the year, and a forecast split between new and renewal.
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This page
Industrial equipment and capital goods
Long cycles, large tickets, many sites and a buying committee with engineering, procurement and the plant on it: quotes revised for a year, and service contracts that follow the sale.
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Industry
Professional and business services
Relationship selling by people who also deliver: referrals and partners as sources, proposals with scoped terms, retainers that renew, and a pipeline kept by partners who are not full-time sellers.
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Industry
Wholesale and distribution
Many accounts, repeat business and a field sales team on territories: account share, price lists per customer tier, visit planning and the accounts that have gone quiet.