Work Your Opportunity and Close the Deal

Use Sales Orchestration to engage with the customer and close the deal.

1. Open the opportunity from the list page or from the Sales Dashboard.

2. If this is a new opportunity, you can start by contacting the customer using the actions available in the Engage menu at the top of the page.

   It’s important to start email conversations by selecting Engage > Compose Email rather than from Outlook. Starting email threads from the opportunity ensures the conversation is summarized and key information is captured.

3. If you’re calling the customer, make sure you log an interaction (Engage > Log an Interaction). You can upload meeting summaries and AI agents convert uploads to text and extract opportunity updates and recommended actions.

4. Optionally, you can confirm that the correct sales play is displayed at the top of the page.

   The sales play provides context for the recommendations you receive and provides targeted collateral to use when communicating with customers. Different products and product groups might require different sales plays so you can override the automated sales play selection if you want

5. You can select a different sales play and even a different sales motion using the Actions menu. If you’re unsure which sales play is appropriate, click the link to return to the opportunity detail view and add more information about the account and the products you’re selling.

6. Review customer communications in the Engagement Summary.

   The summary provides key points from your opportunity team’s communications with the customer. Select the View Engagement History link to view summaries of individual email threads, calls and meetings. You can expand threads to view the emails, calls and meetings.

7. Review the recommendations and act on them.

   Recommendations are sorted and presented in order of importance. Direct requests from contacts on the opportunity are prioritized.

   Select Take Action from the recommendations to complete the appropriate actions with the assistance of AI agents. Following the recommendations helps ensure you meet your organization’s sales strategy goals.

   If the recommendation is to schedule a demo, for example, select Compose Email to view a draft email invitation created by the AI agent. The draft outlines the proposed demo content based on the products you’re selling, lists suggested participants, and asks the customer to confirm availability. If you’ve already agreed on a time, you can copy the meeting to Outlook.

   Need to attach a presentation to the email? Search for it and add it. When you’re done, approve and send.

   To prepare for the demo before scheduling, select Prepare to have Deal Advisor generate talking points and answer your questions.

8. Review and approve suggested opportunity updates under the What we’ve done for you heading.

   For example, AI agents can suggest:

   • Updates to opportunity fields.

     As you engage with your customer, AI agents suggest opportunity updates. For example, if a customer agrees to purchase a particular product in an email thread, the AI agent presents a new opportunity line item already filled out for you.

     You must approve all opportunity updates. Progress toward completing objectives and goals isn’t affected while items are awaiting your approval.

   • New contacts identified from your customer engagements.

   • Additional emails to add to the opportunity.

     While all emails sent from the opportunity are logged automatically, email threads initiated from Outlook aren’t. Adding relevant emails provides AI agents with valuable information to help you with the sale.

9. Get an overview of how you’re meeting your organization’s sales strategy goals by reviewing High Value Activity (HVA) progress. Monitoring your progress isn’t required. As long as you follow the recommendations, you’ll complete the activities.

10. Use the Upcoming Meetings list to stay informed about your appointments for the week.