Your prospect has made a decision and wants to buy your product. Or not.

You created an opportunity and attached a relevant product. You discovered the customer needs, qualified the buyer and proposed a great solution.

See Learn the Steps of the Opportunity Process for more information on what you must do to qualify and prepare a business opportunity. 

Now, it’s time to finish the deal.

This is where you Close as Won, or Close as Lost.

Close as Won

1. In Open Opportunity, click Close as Won.

The Opportunity opens in a new pane.

2. Attach the signed contract if you have it.
3. Select Close Date. This defaults to today’s date unless you have specified otherwise. You can pick a specific date by selecting the calendar.
4. Fill in Decision Factors. Click in the field and press Enter to see a list of Decision Factors.   

You can choose more than one. It is important to provide accurate information about why you won the opportunity to allow for win/loss analysis.

5. Add an explanation to expand on the Decision Factors contributing to your win.
6. Click Win. The opportunity is now Won. Fields on the opportunity form are now locked.

The Opportunity Process flow moves to Win.

Note: This may not happen immediately. The next time the record is opened it will move to Win. You can also refresh the page after a few moments.

You will see the Win/Loss Details at the bottom of the Summary page in the Opportunity record.

From here, your management group, or financial analyst, reviews the won opportunities and proceeds to generate orders.

Impacts: The account moves to the Implement stage in the customer lifecycle  if this is the first opportunity with this customer.

Close as Lost

1. In Open Opportunity, click Close as Lost.

2. Select Close Date. This defaults to today’s date unless you have specified otherwise. You can pick a specific date by selecting the calendar.

3. Select the Status Reason. You have several options.

4. Enter the Selected Competitor, the competitor who won the opportunity. This is important for win/loss analysis.
5. Fill in Decision Factors. Click in the field and press Enter to see a list of Decision Factors. You can choose more than one.
6. Add an explanation to expand on the Decision Factors contributing to the loss. It is important to provide accurate information about why you lost the opportunity to allow for win/loss analysis.
7. Click Lose. The opportunity is now Lost. Fields on the opportunity form are locked.

You will see the Win/Loss Details at the bottom of the Summary page in the Opportunity record.

The Opportunity Process reverts to Discover and shows that the Opportunity was not won.

Impacts: The Opportunity creation moved the new account to the Pipeline Stage. Losing the Opportunity moves the account back to the Detected Stage. Any lead score that was applied to the account is cleared to zero.

For more information, see Learn the Stages of the TekStack Customer Lifecycle.