AE Training Practice

  1. Open the account record for Harper Academy.
The Parent account is Sample Training District
  1. On the account record, hover over Opportunities in the Related List Quick Links section and click New.
  1. Select New Customer, click Next.
  1. Complete the required fields and click Save.
  • Opportunity Name Account Name + the Close Date (you can enter anything here, once you click save, the Opportunity Name will default)
  • Primary Contact - Haley Test
  • Close Date - 1/2/2022
  • Stage - select Staging
  • Demo Booked By - Your name
  • Demo Date - 10/2/2022
  1. In the Related List Quick Links section, hover over Opportunities and click the opportunity name of the record you created.
  2. On the opportunity record, confirm all of the applicable information is entered.
  3. In the activity section, add any applicable pre-demo notes. Click Save.
    • Subject: Sent Email
    • Activity Type: Demo Notes
    • Comments: Completed my activity!
  4. In the Demo Status field, select Completed.
  5. From the Opportunity record, Click the New CPQ Quote button. Review the fields and click Save.
  6. In the Opportunity record's Related Quick Links section, hover over the Quotes link and click Edit Lines. Choose CPQ price book and click Save.
  7. Ensure the End User field is "Harper Academy". This is the school that will receive the products.
  1. Click Add Products. Select High School. Check the check box next to GA-High-All-USATP. Click Select.
  1. Review the quote: products added and total.
  2. Click Save.
  3. The quote record will open. From here, you will generate your quote document to send to the prospect. Click Generate Document.
  1. Select the "Progress Learning Proposal" template.
  2. Click the Preview button. Review the quote document and save it to your computer. Close out of the quote preview.
  1. Click the Save button to save the Quote Document to Salesforce.
  2. Email the quote via Gmail to Haley@progresslearning.com - Include your own subject line and body for the proposal email. Anything works here.
  3. Once you email the quote, open up the opportunity record and mark the opportunity status as “In Negotiation”.
  1. Before opportunities are marked closed won, AEs are responsible for ensuring contacts are related to the account.
  2. Return back to the Harper Academy account record. Hover over related contacts - click Linell Ellis to open up his contact record. In the Related Accounts section, click the drop-down next to Harper Academy - Edit Relationship. Choose Implementation. Click Save.
There needs to be at least one contact with the Implementation role selected for every account for which you create an opportunity.
  1. Once you have completed the steps above, return to the LMS and type Completed to move on to the next section.

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BDR Training Practice - How to Create Opportunities

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