CRM and Unibox
Pipeline and opportunities
How EmailPal's CRM pipeline works. The default stages, how a positive reply creates or moves an opportunity, how Won and Lost close it, and how weighted value is calculated.
The pipeline
An opportunity is a deal with a person or a company. Opportunities sit in the stages of a pipeline. EmailPal starts you with one pipeline, Sales pipeline:
| Stage | Probability | Kind |
|---|---|---|
| Interested | 20% | Open |
| Meeting booked | 40% | Open |
| Meeting completed | 70% | Open |
| Won | 100% | Won |
There is no Lost stage by default. A deal marked lost keeps its stage and records the reason.
The probability is how likely a deal in that stage is to close. It turns deal value into weighted value: value multiplied by the stage probability. A 10,000 dollar deal in Meeting booked counts as 4,000 dollars weighted. You can change the probability of an open stage in CRM, Settings, Pipeline stages.
Opportunities page
Open CRM and choose Opportunities. Use the toggle for Board or List.
- The board has a column per stage with its deal count, total value and weighted value. Drag a card to another stage to move it.
- The list can be searched and filtered by Status (open, Won or Lost), Stage and Campaign.
- A card marked auto was created by a lead status, not by you.
Choose New opportunity to add one by hand, or open any card to edit it.
| Field | Notes |
|---|---|
| Name | Auto-created ones are named Company — Person. |
| Stage | Moves the deal. |
| Value (USD) | The default for new ones is set in the Engage workspace settings under Default opportunity value. |
| Billing | One time, Monthly or Yearly. |
| Priority | Low, Medium or High. |
| Expected close | A date. |
| Company | Optional. |
| Why was it lost? | Appears once the deal is in a lost stage. |
| Notes | Free text. |
How lead statuses change opportunities
When you set a lead status in Unibox or the CRM, EmailPal can create, move or close an opportunity for you. It depends on the status type. Lead statuses
| You set a status of type | The lead has no open auto opportunity | The lead has one |
|---|---|---|
| Positive | A new one is created in the matching stage, with your default value. | It moves to the matching stage. Nothing happens if it is already there. |
| Won | One is created already won. | It is closed as won. |
| Lost or Negative | Nothing happens. | It is closed as lost, with the status as the reason. |
| Neutral | Nothing happens. | Nothing happens. |
The matching stage is the stage with the same name as the status, such as Meeting booked. A custom Positive status has no stage of its own, so an existing deal stays where it is and a new one starts in the first open stage.
Two rules protect your own work:
- Opportunities you created yourself are never changed by a status.
- Nothing happens while Sync lead status with replies is off in the Engage workspace settings. It is on by default.
When a positive status comes from a reply, you can also be notified. Notify me about positive replies controls it.
CRM home
The CRM Home page shows the pipeline at a glance: Weighted pipeline, Open opportunities, Won last 30 days, Tasks overdue, and Pipeline by stage. CRM reports
FAQs
Does a positive reply create an opportunity by itself?
No. The reply has to be labelled with a Positive status first, by you in Unibox or the CRM. Then the opportunity is created for that lead.
Can I change the stages?
In Settings you can change the probability of each open stage. The stage names and order are shown there but not editable.
What is weighted pipeline?
The sum of deal value multiplied by the stage probability, for open deals only.
What happens when I mark something Lost?
An open opportunity is closed as lost. The status name is recorded as the reason, and you can edit the reason on the card.