# 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.

Source: https://emailpal.io/help/pipeline-and-opportunities

## 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](/help/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](/help/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.

## Need More Help?

[Lead statuses](/help/lead-statuses), [CRM tasks](/help/crm-tasks), [CRM reports](/help/crm-reports).