If you’ve created a whole raft of potential opportunities, you’re going to need to prioritize them so you know which are the best candidates for targeting.
Don’t forget to click the Targeted check box to denote a targeted opportunity. These opportunities are also marked by the ‘archery’ target icon, so you can pick out from the list of all opportunities those that you’re really interested in.
Targeting Opportunities on Your Value Map
Sometimes, after you’ve done your Account Management research, your Value Map can look a little cluttered with all the different opportunities in there.
Use the the drop-down facility to toggle between views of different types of opportunities, and get better visibility into where you need to focus.
Unclutter Your Value Map with the Drop-down
In Dealmaker Account Management you can have potential opportunities, and also potential installed base opportunities.
To raise an installed base opportunity, click on the intersection of the correct installed base line for your Unit or Account, and the solution in question. When the pop-up appears, fill in the opportunity details, and it will default to an installed base opportunity. When you’re ready to actively pursue it, click on the cell where the opportunity is, and in the pop-up screen check the opportunity and click Qualify.
Installed base opportunities will remain unqualified and ‘not current’ until you qualify them.
Different Types of Potential Opportunities
After you’ve strategized on your accounts and come up with a range of potential opportunities, you’re going to want to turn the best of them into current opportunities in order to actively purse them in Dealmaker opportunity Management.
To make a potential opportunity current, you click on the cell where the opportunity is, and in the pop-up screen check the opportunity and click Qualify. This brings the opportunity into the current opportunity line, but also writes is back to your CRM system and makes it available for Dealmaker Opportunity Management, so you can get to work on winning it.
How to Qualify Potential Opportunities