/leads/temp/5 — Opportunity PlaybookAn Opportunity is an active potential commercial engagement with a defined customer need and a plausible path to a transaction.
At this point, the objective is to convert the opportunity into:
An Opportunity should have most of the following:
Do not create opportunities merely to inflate the pipeline.
Drive the opportunity toward a clear decision.
Every active opportunity should always have:
A specific next action, assigned to a person, with a target date.
If there is no next action, the opportunity is at risk of becoming inactive.
Within Temp 5, Magic Toybox may track additional CRM stages.
Recommended sequence:
For every active opportunity, the salesperson should be able to answer:
What problem is important enough for the customer to act?
What specifically makes the proposed solution relevant?
What event or business condition creates urgency?
Who has authority?
What approval process must occur?
What is the next scheduled action?
Do not send a proposal and simply wait.
Immediately establish the next event.
Example:
I'll send the pilot proposal this afternoon. Rather than leaving it open-ended, could we schedule 20 minutes next Tuesday to review any questions?
Negotiation may involve:
Protect the value of the offering.
If price must decrease, consider adjusting:
Avoid giving concessions without receiving something in return.
A pilot close should establish:
Sales should not disappear after signature.
The handoff should include:
An opportunity is Closed Won when the required commercial commitment has been executed.
Examples:
Do not classify verbal enthusiasm as Closed Won.
Record the actual reason.
Recommended categories:
Loss data should later inform:
An opportunity that has ceased progressing should not remain indefinitely in the active pipeline.
Possible actions:
Pipeline accuracy is more valuable than artificially high opportunity counts.
A successful pilot should lead naturally into a new discovery process.
Possible expansion paths:
The close of the first transaction should begin the account-development process.
Every opportunity should contain:
Previous: Sales Qualified Lead
Current: Temp 5 — Opportunity
Possible outcomes:
Closed Won → Customer / Implementation
Closed Lost → Nurture, Requalification, or Archive