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Opportunities List View Overview

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Chris
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Overview

The purpose of this article is to provide information to Outreach Users regarding the Opportunity List View. 

Your experience in the deal grid will depend on whether your organization has configured forecasting and pipeline management. If your organization has completed the steps outlined here please refer to scenario 2. Otherwise, refer to scenario 1. 

Intended Audience: 

  • Outreach Users in orgs that have not opted into using Inline Editing with Real-time field validation and Forecasting functionality for Opportunities. To learn more about forecasting and pipeline management in Outreach refer to this overview article. 

Notes: 

  • Outreach recommends Users create Opportunity records in their CRM and sync them down to Outreach as CRMs often have specific processes and rules that must be followed, such as around deal close dates and amounts upon record creation. For more information refer to the How To Sync Salesforce Opportunities in Outreach article. 
  • Prospects must be associated with an Opportunity in order for related activity to be visible at the Opportunity level. Outreach recommends adding Prospects to Opportunities in CRM and having that relationship sync into Outreach. 
  • If you do not have a CRM, refer to the Assign a Prospect to an Opportunity article which reviews how to make this association in Outreach. 

Scenario 1: For customers without Inline Editing & Real Time Field Validation

Opportunities List View Overview 

Access Opportunities List View

  1. Access the Outreach Platform. 
  2. Click the Opportunities icon (dollar sign) in the navigation sidebar. 
  3. Alternatively, access Opportunities from within a Prospect or Account Record

Opportunity Stages

Opportunity Stages provide users with an at-a-glance view of how many opportunities are in each particular stage of their sales process. Click on any one of the stages above to filter opportunities by that stage.

Opportunities List View

The Opportunities List View page provides users with a list of opportunity records for their organization. The initial default view is set to show users opportunity records that they own. Depending on visibility permissions in Outreach, users may be able to remove this filter to see additional records. 

By default, the Opportunities List View is separated into six columns as described in the table below: 

Column Description
Name

Displays:

  • The Opportunity Name
  • Opportunity Close Date (if assigned)
  • Deal Amount (if assigned)
  • Number of Prospects - Hovering over the number of Prospects provides users with a quick glance of the associated Opportunity Prospects, their title(s), and when they were last contacted.
    • Clicking the decorated Prospects link navigates users to the Opportunity's Prospects tab which lists the Prospects associated with the Opportunity in more detail.

Note: Close dates and deal amounts are defined in the CRM when creating an Opportunity. For more information regarding close dates and deal amounts, refer to your applicable CRM support content
Stage
  • The sales stage (i.e. Prospecting, Nurturing, Closed, etc.) associated with the Opportunity.
  • Click a stage in the column to sort and filter the current list view by the selected stage.
Emails
  • Hovering over the email bars displays the amount of outbound and inbound emails processed within the past 12 months.
  • Each bar represents a month and is color-coded to indicate engagement.
    • A grey bar indicates an engagement did not occur during the month.
    • A blue bar indicates an engagement occurred during the month.
    • When there is email activity with the account, the bars appear dark and light blue to illustrate the outbound to inbound email ratio.
    • Light blue is outbound and dark blue is inbound broken out by month.
Status Displays:
  • Meeting - Hovering over the calendar icon displays the date of the last and upcoming meetings, when either has been set. A blue calendar icon indicates an upcoming meeting has been scheduled. A gray icon indicates there are no upcoming meetings scheduled.
  • Tasks - Hovering over the tasks icon displays the number of due tasks associated with the Opportunity.
    • Click the task icon to navigate to the Opportunity's Task tab which lists open (not completed) tasks for Prospects associated with the Opportunity.
  • Sequence - The sequence icon tells you if the Opportunity is active in a sequence.
    • A blue paper plane indicates the Opportunity is associated with a sequence.
    • A gray icon indicates the Opportunity is not active in a sequence.
      • Click the blue paper plane icon to navigate to the Opportunity's Sequence tab which displays a list of sequences associated with the Opportunity in more detail.
  • CRM Sync - The cloud icon represents CRM synchronization. When the cloud icon is blue, the Opportunity is synced to the corresponding Opportunity in the CRM. A gray cloud indicates no sync has been created between Outreach and the CRM.
    • Click the blue cloud icon to navigate to the corresponding page in the CRM.
Next Steps

Displays the next steps and is color coordinated to identify if information for next steps is available. If the paper icon is blue, the text has been added regarding next steps, if the icon is gray, information has not been added about next steps.

This field can be synced with CRM if users have inbound sync enabled. Outreach only recommends inbound sync at this time.

Note: The Opportunity modified date is based on when the Opportunity was last updated in any way, not based on when the next step was last updated.
Owner Displays the owner of the Opportunity. Click the owner's initials or avatar to display a list of opportunities owned by the user.
More Options (...) Provides users a dropdown menu to edit or delete the record.

 

In addition to the above six columns, users can customize the list view to display additional columns (Eg: Custom Fields) using Column Customization. Moreover, the Opportunities List View is customizable, providing users with the ability to sort, add filters, and save custom views for future reference. 

For more information on customizing the Opportunities List View, refer to the How To Create a Custom List View and Customizing List View Columns in Outreach articles.

Each Opportunity in the list displays information in-line pertinent to the health and success of the Opportunity. 

Hover over the data in each column to view additional information. 

Some icons are clickable links navigating the user to additional details corresponding with the clicked feature. Refer to the previous table in this article for more information. 

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. 

Access a Specific Deal Overview Profile

From the Opportunities List View, click the applicable Opportunity Name to navigate the Deal Overview Page . 

Opportunity Profile Panel 

To the far right of the workspace, is the Opportunity Profile panel. The Opportunity Profile panel provides users with an at-a-glance overview of the Opportunity. 

The panel provides the following information: 

  • Opportunity name
  • Close date if assigned
  • Associated amount
  • Number of Prospects associated with the Opportunity
  • Account the Opportunity is associated with
  • Opportunity Stage
  • Opportunity Owner
  • Opportunity Tags
  • Opportunity Type
  • Probability percent
  • CRM ID (if applicable)

Opportunity Tabs

Below the quick navigation links (Opportunities / "Opportunity name") is a bar with a series of tabs. 

Each tab provides users with additional information regarding the Opportunity. See the table below for more information. 

Tab Description
Activity Provides detailed information regarding the activity the Opportunity has processed. Click Filters to display a list of activities within specific parameters.
Prospects Lists all the Prospects associated with the Opportunity.
Sequences Displays the sequence states of all Prospects associated with the Opportunity.
Tasks Lists open (not completed) tasks for Prospects associated with the Opportunity.
Emails Displays emails delivered to Prospects associated with the Opportunity. 
Calls Displays a list of calls completed and logged with Prospects associated with the Opportunity.
Meetings Displays a list of meetings associated with the Opportunity. 

 

Scenario 2: For customers with Inline Editing & Real Time Field Validation

Note: 
  • This feature is currently in BETA; only select organizations that utilize Salesforce as their CRM and opt-in by consenting to our BETA Terms & Conditions will have access to this feature.
  • Inline Editing support for Microsoft Dynamics is coming soon.
  • Certain fields may be in-line edited depending on their organization's settings and if you do not have the right to edit a field you think should be editable for you in Outreach, please contact your admin.

Opportunities List View Overview 

Access Opportunities List View 

  1. Access the Outreach Platform. Click the Opportunities icon (dollar sign) in the navigation sidebar. 
  2. Alternatively, access Opportunities from within a Prospect or Account Record,

Opportunity Stages 

Opportunity Stages provide users with an at-a-glance view of how many opportunities are in a particular stage of their sales process. Click on any one of the stages above the table to filter opportunities by that stage.

Opportunities List View 

The Opportunities List View page provides users with a list of opportunity records for their organization. The initial default view is set to show users opportunity records that they own. Depending on visibility permissions in Outreach, users may be able to remove this filter to see additional records. 

By default, The Opportunities List View is separated into six columns as described in the table below: 

 

Column Description
Name Displays:
  • The Opportunity Name
  •  
  • Number of Prospects - Hovering over the number of Prospects provides users with a quick glance of the associated Opportunity Prospects, their title, and when they were last contacted.
    • Clicking the decorated Prospects link navigates users to the Opportunity's Prospects tab which lists the Prospects associated with the Opportunity in more detail.
Stage
  • The sales stage (i.e. Prospecting, Nurturing, Closed, etc.) associated with the Opportunity.
Emails
  • Hovering over the email bars displays the amount of outbound and inbound emails processed within the past 12 months.
  • Each bar represents a month and is color-coded to indicate engagement.
    • A grey bar indicates an engagement did not occur during the month.
    • A blue bar indicates an engagement occurred during the month.
    • When there is email activity with the account, the bars appear dark and light blue to illustrate the outbound to inbound email ratio.
    • Light blue is outbound and dark blue is inbound broken out by month.
Status Displays:
  • Meeting - Hovering over the calendar icon displays the date of the last and upcoming meetings, when either has been set. A blue calendar icon indicates an upcoming meeting has been scheduled. A gray icon indicates there are no upcoming meetings scheduled.
  • Tasks - Hovering over the tasks icon displays the number of due tasks associated with the Opportunity.
    • Click the task icon to navigate to the Opportunity's Task tab which lists open (not completed) tasks for Prospects associated with the Opportunity.
  • Sequence - The sequence icon tells you if the Opportunity is active in a sequence.
    • A blue paper plane indicates the Opportunity is associated with a sequence.
    • A gray icon indicates the Opportunity is not active in a sequence.
      • Click the blue paper plane icon to navigate to the Opportunity's Sequence tab which displays a list of sequences associated with the Opportunity in more detail.
  • CRM Sync - The cloud icon represents CRM synchronization (Salesforce or Dynamics). When the cloud icon is blue, the Opportunity is synced to the corresponding Opportunity in the CRM. A gray cloud indicates no sync has been created between Outreach and the CRM.
    • Click the blue cloud icon to navigate to the corresponding page in the CRM.
Next Steps

Next Steps field can be used by reps to add any notes about the opportunity in a free text field. If the user clicks “Enter”, they can enter text in another line. 

Note: The Opportunity modified date is based on when the Opportunity was last updated in any way, not based on when the next step was last updated.
Owner Displays the owner of the Opportunity. Hover and click the “Edit” button on the pop up to update the owner of the opportunity.
Close Date
  • The projected close date for the opportunity
Amount
  • The estimated value of the opportunity

In addition to the above six columns, users can customize the list view to display additional columns (Eg: Custom Fields) using Column Customization. Moreover, users will have the ability to sort, add filters, and save custom views for future reference. 

For more information on customizing the Opportunities List View, refer to the How To Create a Custom List View and Customizing List View Columns in Outreach articles. 

Each Opportunity in the list displays information in-line pertinent to the health and success of the Opportunity. 

Users may be able to update certain opportunity fields inline depending on their organization's set-up. Typical fields that are often editable include: close date, next steps, stage, etc. For more information, visit our article about Inline Editing on Outreach.

Field Change Indicators

1. Field change indicators are visual cues that provide a quick view into the latest changes made within the last 7 days to opportunity fields.

2. These indicators are visible on the Opportunity list view page.

3. Hovering over a field change indicator provides a better understanding of the direction of movement for each field, allowing for an at-a-glance view of performance trends.

4. Field change indicators ensure that all relevant stakeholders are aligned on new updates, providing reps and managers with valuable insights into opportunity changes.

Deal Overview 

Clicking on any opportunity on the list view redirects you to the Deal Overview page for that opportunity. For more information, refer to the Deal Overview article.

Opportunity Profile Panel 

To the far right of the workspace, is the Opportunity Profile panel. The Opportunity Profile panel provides users with an at-a-glance overview of the Opportunity. 

The panel provides the following information: 

  • Opportunity name
  • Close date if assigned
  • Associated amount
  • Number of Prospects associated with the Opportunity
  • Account the Opportunity is associated with
  • Opportunity Stage
  • Opportunity Owner
  • Opportunity Tags
  • Opportunity Type
  • Probability percent
  • CRM ID (if applicable)

Opportunity Tabs 

Below the quick navigation links (Opportunities / "Opportunity name") is a bar with a series of tabs. 

Each tab provides users with additional information regarding the Opportunity. See the table below for more information. 

Tab Description
Activity Provides detailed information regarding the activity the Opportunity has processed. Click Filters to display a list of activities within specific parameters.
Prospects Lists all the Prospects associated with the Opportunity.
Sequences Displays the sequence states of all Prospects associated with the Opportunity.
Tasks Lists open (not completed) tasks for Prospects associated with the Opportunity.
Emails Displays emails delivered to Prospects associated with the Opportunity. 
Calls Displays a list of calls completed and logged with Prospects associated with the Opportunity.
Meetings Displays a list of meetings associated with the Opportunity. 

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