CRM 2.0 — closing opportunities
This is the final course to understand how to use CRM 2.0. Through Closing Opportunities, you will learn how to create and manage opportunities, close them out, log and find activities, and create orders. By the end, you'll be able to make sure your efforts are properly tracked and reported.
- How to create and manage opportunities from the pipeline and company profile
- How to update contacts, companies, and opportunity stages
- How to log activities and create timeline views
- How to create orders from an opportunity or company profile
Feel free to ask questions and share comments in the course forum! All questions will be acknowledged by a Subject Matter Expert within 48 hours.
As customers go through the journey to learn more and consider buying, you help them overcome concerns and become customers. The best tool to track this is Opportunity.
Where to find
Pipeline page — Partner Center → Sales. Create and manage opportunities (same as Sales Center). Company profile page — Manage opportunities in the association panel. Click Opportunities to see existing ones or create new.
Creating
On the company profile page, click Opportunities → create new. Add products, select a contract end date, and you've created an opportunity.
Managing
Edit directly from the company profile. Click the opportunity name to edit details and MEDDPICC notes.
Edit contact/company
Click Edit Contact or Edit Company to update buyer information. Keep the buyer's information up to date throughout the buyer stages.
Update the opportunity
When working through Opportunity Stages, adjust the Expected Close date and update the MEDDPICC framework. Each section should be fully scored—complete 2 points each. Refer to the guidance link for detailed MEDDPICC instructions.
Logging activities
If you schedule a demo, go to the company profile, open the opportunity sidebar, and log a Meeting activity with accurate meeting status and outcome. Activities logged from the opportunity sidebar also appear on the associated company's timeline.
Notes with tags
Log a note with a tag for important information you want others to quickly glance through. Change the view in the timeline to find tagged notes easily.
Creating a timeline view
Apply filters, then click Views → Create view. Specify the name—you'll have a shortcut to see the activities that matter to you. Delete a view via the Trash icon.
Partner association
To create a partner for the company, go to Partner Information on the company's profile page. If no partner exists, click Create partner. If linked, you'll see partner ID and subscription tier. Partner ID is found in the Partner Information section—not in Activity timeline, next to company name, or Associated account.
After closing an opportunity and ready to submit an order:
Method 1: from opportunity
Company profile → Opportunities → open existing opportunity → Create order. The order copies all items from the opportunity—saving you from filling in details manually.
Method 2: from company profile
If you don't have an opportunity, click Orders → Create sales orders on the company profile page. All existing orders can also be found here.
A rep has an opportunity in "Proposal" stage. They log a Meeting activity with outcome "Demo completed—positive." They update MEDDPICC notes, score each section, and adjust Expected Close date. The customer says yes. The rep goes to the opportunity, clicks Create order—products and terms copy over. They submit for approval. The deal is closed and the order is in the system.
Key Resources
Knowledge Check
Knowledge Check
Test your understanding with 5 random questions from a pool of 5.
Create and manage opportunities. Log activities. Update MEDDPICC. Create orders from opportunities or the company profile. Make sure your efforts are properly tracked and reported.