Purpose
The purpose of this article is to provide information to Outreach Users regarding Outreach’s Deal Overview. The Deal Overview page provides a summarized view of a deal by incorporating elements from Kaia, Success Plans, and key opportunity details to provide faster deal insights.
Intended Audience
- Outreach Users
Notes:
- Deal Overview is available for customers who also have access to Kaia and Deal Health, as information from these components are included on the page.
- Deal Overview is only available for customers who have opportunities syncing in from CRM.
Deal Overview
The deal overview page contains all the critical information that managers need to conduct deal reviews with their reps and collect insights from across the opportunity lifecycle. The engagement timeline provides insight into each and every interaction on the deal. Insight into topics provides fast insight into key topics discussed in recent calls and emails
Accessing Outreach Deal Overview
- Access the Outreach Platform
- Click Records > Opportunities to view the Opportunity List View/Deal Grid
- Select any individual opportunity to access the Deal Overview.
Deal Overview components
The Deal Overview is comprised of five key sections of information:
- Deal Overview Trend Cards
- Engagement Timeline
- Latest Kaia Recording
- Deal Health
- Success Plan Engagement
Deal Overview Trend Cards
The initial set of cards at the top of the Deal Overview show key deal information including the amount, close date, deal stage and the next scheduled meeting. Changes in these values are updated in real-time and show when the last change to these fields was made and what the change was (direction, amount).
Engagement Timeline
A visual timeline of buyer and seller activities including calls, emails, meetings. You can use the filter in the upper right corner to filter down to specific activity types (calls, emails, meetings). On hover, you can see the top three activities from the day and click View All to open the dialog that lists the full list of activities. The hover includes information like meeting title, email sender, subject line, etc.
Activities are tied to opportunities in three ways:
- Activities that are directly associated with the opportunity via Opportunity Picker
- Activities tied to Prospects that are associated with the opportunity via Opportunity Contact Roles in CRM or manual Prospect Association in Outreach
- Activities tied to Prospects that are associated to an account where there is an open and linked Opportunity
Latest Kaia Recording
If a Kaia recording is available, key details from the Kaia call (meeting info, talk time, participants, topics and sentiment), this card provides a quick overview without having to go to the recording itself. You can also navigate directly to the call recording or view all recordings associated with this deal. By selecting a particular topic or on a negative objection, you will be redirected to the recording page and the first instance of where the topic or objection happened.
Deal Health
This card is the same information as the Deal Health score available when hovering in the Deal Grid. The time stamp on the bottom right corner shows when Deal Health was most recently updated.
Success Plan Engagement
If there is a Success Plan associated with the opportunity, the current phase is highlighted along with the next open step. You can also view pending invitations as well as buyer engagement and who has viewed or interacted with the plan. If there is not a Success Plan, the user is recommended to create a plan which directs them to the create plan flow.
Editing an Opportunity on Deal Overview
To make an edit, locate the Edit button in the upper right to view the side panel. Edits to opportunity fields can be made from this side panel. A loading icon will indicate the update is being processed with CRM. Once the update succeeds, the user will see a success message to confirm the update has been made. If there is any issue with updating the field value, Outreach will display the same error message that would display in CRM. This feature will be available on an opt-in basis for any customer who uses SFDC as their primary CRM, and only fields where bi-directional syncing has been configured within the plugin will show as editable.
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