Opportunities Overview

Spiro considers any deal you are trying to close as an Opportunity and makes opportunity management simple with advanced pipeline reporting and various view types, including the Pipeline View, which allows you to gain valuable insights into your pipeline without having to build any reports. 

Spiro takes opportunity management a step further with the Spiro Assistant which can be configured to remind you of things like following up on an opportunity where a prospect has not responded to a proposal you've sent or it has been too long since you have spoken with your contact at the account. The Assistant helps ensure no opportunities fall through the cracks. 

Sales Stages and Pipelines

Spiro has default sales stages to help you better understand at what point in the sales process you are at with your opportunities. We purposefully like to keep it simple to try to help you organize your pipeline more efficiently. Spiro also supports multiple Pipelines and sets of sales stages. Sales Stages and Pipelines may also be customized by admins to fit your teams sales process. 

Spiro's Standard Sales Stages:

While these sales stages can mean to you whatever you want them to mean, here are some general definitions that we use at Spiro to help you categorize the status of your opportunities.

• Prospecting: You have not reached out to anyone at this opportunity yet. You may still be gathering information and doing research - but you are still identifying if there is a need for your tool or service. All Spiro opportunities default to the prospecting stage.
• Qualifying: You have spoken to someone at the opportunity and are in the process of vetting a need or fit for your product/service. Often we switch something to "Qualifying" if we successfully land a meeting or a demo with a decision-maker. 
• Proposing: You have submitted a quote or a proposal to someone at the opportunity. Whether the quote or proposal is verbal or something in writing, if the  is being discussed  we consider you in the proposing stage. 
• Closing: You have received a verbal commitment or have a strong feeling that this opportunity will be closed within the next month. 
• Closed Won: You have a signed contract & money is received. Congratulations! 
• Closed Lost: You'll get 'em next time. 

Pipeline, List and Summary View

Pipeline View

The Pipeline view allows Sales Reps and Managers to see a visual representation of their open pipeline by sales stage. You can filter your opportunities by any opportunity or company field.

The Pipeline view will summarize the total number of opportunities and the total dollar amount in each sales stage. You can drag and drop opportunities between stages to update where they are at in the sales process, giving you insights into your forecast. 

To see details about the opportunity, you can click on an opportunity and a drawer will open from the right with key information that you can edit as necessary. If you want to see the full details of the opportunity, click on the Details button in the bottom right.

List View

The List View will show you a list of all opportunities. You can use the search bar to find a specific opportunity or create and save filters. You can filter on opportunity and company fields.

To see more details, you can click on the name of an opportunity and drawer will open where you can view or update the opportunity, see the opportunity contacts or even check what the last interaction was with the contacts related to this opportunity. You can also click Details to open the full opportunity record.

Summary View

Summary View will give you a quick synopsis of the last weeks activity of your or your teams opportunities. Spiro is automatically capturing sales activities such as emails, calendar events and and phone/meeting transcriptions from VoIP calls made through the platform and leverages AI to summarize these interactions and give insight into the latest updates.

Associating Contacts to Opportunities

Spiro has three standard entities by default: contacts, companies and opportunities. Contacts and Opportunities must always be linked to a Company. Users cannot create either contacts or opportunities without an associated company. Opportunities are not linked to Contacts by default so users must add the contacts they are working with to opportunities to link contact notes and activities to the opportunity record. 

For example, there may be 40 contacts related to the Company in Spiro but you are only working with 3 of these contacts to close an opportunity you are working on. You will want to associate these contacts with the the opportunity so the Activities related to the opportunity show relevant sales activity and steps being taken to progress the opportunity though your pipeline. 

Auto Filtering Activity on the Opportunity Timeline

When associating a contact with an opportunity in Spiro, all activities from that contact are automatically associated with that opportunity. While this can be a handy feature if you are only working on one opportunity for each company, what happens when you are working on multiple projects or opportunities within the same company? Or if you have multiple contacts engaged with multiple opportunities? The timeline for each specific opportunity can quickly become overrun with irrelevant information. 

We built auto-filters into Spiro that work off opportunity keywords. For every opportunity, you can set up specific keywords. When associating contacts to that opportunity, Spiro will only show emails and other activity that contain these keywords in that opportunity's timeline.  

Setup

Any user with access to the desired opportunity can set up email keywords for that opportunity. 

To access it, click the "More" button on the top right corner of the opportunity page detail. From there, select the "Email Keywords" option.

Once on this screen, you may enter keywords tied to this specific opportunity. For example, if this opportunity is associated with a specific project, you may want to type in the project name as a keyword. Only emails and activity with text that matches the keywords entered will be displayed. NOTE: you must hit Enter on your keyboard after each keyword for the filter to save. When saved correctly, the email keywords will appear in a gray bubble.