Salesforce Opportunity Walkthrough ================================== Slide 1: Salesforce Opportunity Walkthrough Narration Anna: In this walkthrough we're putting ourselves in the shoes of a Salesforce account executive taking a deal from first t ouch to signature. Greg: Instead of abstract theory, we'll follow a named customer, a real pipeline flow, and highlight the collaboration poin ts with solution engineering and service transition. On-screen text Salesforce Opportunity Walkthrough From curious lead to signed deal Learning objectives - Follow a practical Salesforce flow for progressing a B2B tech opportunity - Understand which fields and artifacts matter at each stage - See where sales, solution and service teams collaborate before close Slide 2: Scenario setup Narration Anna: Our company is CloudOps Solutions and the prospect is RiverBank, a regulated financial services firm. Greg: That context matters. It means longer security reviews, change freezes around quarter-end, and a bigger cast of stake holders. We'll use Salesforce Lightning to keep the moving pieces under control. On-screen text Scenario setup We play the role of an Account Executive at CloudOps Solutions, selling a managed DevOps platform. Our prospect is RiverBank, a regional financial services firm modernising its release process. We'll use Salesforce Lightning to capture data, automate task s and coordinate with pre-sales and delivery teams. Slide 3: Step 1 – Capture the lead Narration Anna: The journey starts with a marketing-generated lead. Priya Shah attended our DevOps compliance webinar. Greg: We import her details, tag the industry, and create a follow-up task. Pausing the nurture emails prevents duplicate me ssaging while sales takes over. On-screen text Step 1 – Capture the lead - Marketing imports RiverBank CTO Priya Shah from a webinar list - Lead record includes industry, company size, compliance needs - Auto-assigned to the enterprise sales queue with nurture emails paused - Initial task: call within 24 hours to confirm interest and challenges Slide 4: Step 2 – Qualify and convert Narration Anna: During the first call we confirm BANT—budget, authority, need, and timeline. Priya wants to cut incident-related change failures in half before year-end. Greg: Once qualified, we convert the lead. Salesforce creates the account, contact and opportunity records in one move. We also assign our solution engineer Sarah—she speaks fluent compliance—and our customer success partner Mike, who has yet to meet a regulatory framework he couldn't charm, so discovery is collaborative from day one. On-screen text Step 2 – Qualify and convert - Discovery call confirms budget, authority, need and timeline (BANT) - Update lead status to Qualified and capture notes on incident pain points - Convert lead → create Account "RiverBank", Contact "Priya Shah", and Opportunity "RiverBank – DevOps Platform" - Assign solution engineer and customer success partner during conversion Slide 5: Step 3 – Discovery & stage progression Narration Anna: In discovery we document the current release process, incident history and compliance guardrails. Greg: Salesforce Path guidance nudges us to attach agendas, meeting notes and stakeholder maps. Priya mentions three production incidents last quarter during code releases, so we log that in the Pain Points field and flag it for our solution engineer to tackle in the technical demo. The shared notes doc keeps sales, engineering and service transition aligned on what we learn. On-screen text Step 3 – Discovery & stage progression - Opportunity enters Discovery stage with exit criteria: documented current toolchain, change cadence, regulatory constraints - Log discovery meeting tasks and attach call recordings - Create Salesforce Path guidance reminders for security questionnaires and stakeholder mapping - Kick off shared notes doc for sales, SE and service transition manager Slide 6: Step 4 – Solution design and change alignment Narration Anna: When we shift to solution design, the opportunity stage moves to Solution Proposed. That means we have an architectur e diagram, value metrics and an initial change impact assessment. Greg: We upload the proposal pack and trigger automation that opens a provisional ITIL change record with the target cutove r window. Cross-functional deal reviews keep legal, product and service teams in sync. On-screen text Step 4 – Solution design and change alignment - Move to Solution Proposed when architecture draft and success metrics are defined - Upload proposal deck, ROI model and draft change impact assessment - Trigger automation to open a provisional ITIL change record with target go-live window - Schedule internal deal review with product, legal and service delivery leads Slide 7: Step 5 – Proposal, negotiation and approvals Narration Anna: In the proposal stage we generate the CPQ quote, lock pricing and document the SLA tier. Greg: Compliance is key for RiverBank, so we attach data processing agreements and track security review status. We also flag the primary competitor in the Opportunity Competitor related list and capture their differentiators in battle cards so marketing can feed us fresh talking points. Salesforce approval flows handle discount or legal exceptions without endless email threads. On-screen text Step 5 – Proposal, negotiation and approvals - Generate formal quote via CPQ, capturing pricing, term length and SLA tier - Capture security review status and attach signed data processing agreements - Log competitors in the related list, note their strengths/risks, and trigger battle-card tasks for marketing support - Track executive sponsor commitment and procurement steps in opportunity fields - Use Salesforce approvals to route discount requests and contract exceptions Slide 8: Step 6 – Closing and handoff Narration Anna: Once procurement signs off, we mark the deal Closed Won. That kicks off the downstream work. Greg: Salesforce auto-creates the implementation project with all the proposal artifacts. Finance is alerted for invoicing, customer success gets the onboarding checklist, and we document the mutual action plan so everyone knows the next steps. On-screen text Step 6 – Closing and handoff - Once procurement confirms, set stage to Closed Won and populate closed date and win reasons - Auto-create implementation project in PSA or ServiceNow with attached proposal artifacts - Notify finance for invoicing and customer success for onboarding cadence - Log final mutual action plan tasks to keep post-sale teams aligned Slide 9: Step 7 – Post-close follow-through Narration Anna: The opportunity record stays useful after the signature. We schedule 30, 60 and 90-day check-ins and link onboarding tasks back to the account. Greg: We also track early usage signals and customer health. That data feeds QBR prep, renewal campaigns and refinements to our marketing personas. On-screen text Step 7 – Post-close follow-through - Monitor onboarding tasks via project dashboard and update opportunity follow-up field at 30/60/90 days - Capture customer health updates and initial usage metrics linked to the account - Schedule QBR and renewal reminder campaigns once the platform is live - Feed lessons learned back into marketing persona and playbooks Slide 10: Roles and growth paths Narration Anna: Roles and growth paths focuses attention on a concrete part of the work. Account Executive orchestrates the opportunity and stakeholder management, Solution Engineer validates technical fit and risk mitigations, and Service Transition Manager ensures ITIL change preparation and onboarding readiness. Greg: In practice, ask who owns the work, what evidence proves it happened, and what handoff comes next. Use the supporting details as a checklist: Solution Engineer validates technical fit and risk mitigations; Service Transition Manager ensures ITIL change preparation and onboarding readiness; Skills gained—Salesforce automation, mutual plans, compliance coordination—set up progression into enterprise sales leadership. On-screen text Roles and growth paths - Account Executive orchestrates the opportunity and stakeholder management - Solution Engineer validates technical fit and risk mitigations - Service Transition Manager ensures ITIL change preparation and onboarding readiness - Skills gained—Salesforce automation, mutual plans, compliance coordination—set up progression into enterprise sales leadership or revenue operations - Career ladder: Salesforce Administrator certification → ITIL Foundation → ServiceNow System Admin or CAB participation for integration credibility Slide 11: Key takeaway Narration Anna: The lesson is that managing an opportunity is about more than forecasting. It's an orchestration exercise. Greg: When you capture clean data, bring the right teammates in early and align with delivery plans, you create a straight l ine from promise to value. That's how sales becomes a trusted advisor. On-screen text Key takeaway Walking an opportunity from lead to close in Salesforce is about disciplined data capture, cross-functional coordination and ear ly alignment with delivery teams. Master these habits and you become the connective tissue between promise and value realization.