Top of funnel metrics: How to properly identify an opportunity or have the right data in your CRM.
I recently had a meeting with my team where we discussed how to best to identify opportunities so that the CEO can review them and to have a clear idea of how many companies we are "engaged" with as a top of funnel metric.
Many organizations do it differently -
1) Have a meetings first, and once there are certain data points to prove that it's a opportunity an opp is created.
2) Only create an opportunity after the meeting was held.
3) Only have a meeting which is treated as an opportunity and have it prospecting stage till it converts to being qualified.
It seems pointless to me to have accounts to have them in a opportunity stage where they never agreed to a meetings yet, but also I do understand that the CEO wants to know what is at the top of the funnel. Thoughts?