Opportunities List View Overview

Created by Aye Myat, Modified on Mon, 9 Feb at 11:01 PM by Alsabana Sahubarali

Objective

Learn about the using Opportunity List View when your org has NOT opted into using Inline Editing with Real-time field validation and Forecasting functionality for Opportunities.

Applies To

  • Outreach Users
  • Outreach orgs that have NOT opted into using Inline Editing with Real-time field validation and Forecasting functionality for Opportunities

Before You Begin

  • Your experience in the deal grid will depend on whether your organization has configured Forecasting and Pipeline Management.
    • If you have NOT completed this setup, please refer to Scenario 1.
    • If you have completed this setup, please refer to Scenario 2.
  • Outreach recommends Users create Opportunity records in their CRM and sync them down to Outreach as CRMs often have specific processes and rules that must be followed, such as around deal close dates and amounts upon record creation. For more information refer to the How To Sync Salesforce Opportunities in Outreach article. 
  • Prospects must be associated with an Opportunity in order for related activity to be visible at the Opportunity level. Outreach recommends adding Prospects to Opportunities in CRM and having that relationship sync into Outreach. 
  • If you do not have a CRM, refer to the Assign a Prospect to an Opportunity article which reviews how to make this association in Outreach. 

Accessing the Opportunities List View

In the Outreach platform, do either of the following:

  • Click $ Opportunities in the lefthand navigation sidebar.
  • From within a Prospect or Account record, click to open the Opportunities tab.

Scenario 1: For customers without Inline Editing & Real Time Field Validation

Opportunities List View Overview

Opportunity Stages

Opportunity Stages provide users with an at-a-glance view of how many opportunities are in each particular stage of their sales process. Click on any one of the stages above to filter opportunities by that stage.

Opportunities List View

The Opportunities List View page provides users with a list of opportunity records for their organization. The initial default view is set to show users opportunity records that they own. Depending on visibility permissions in Outreach, users may be able to remove this filter to see additional records. 

By default, the Opportunities List View is separated into six columns as described in the table below: 

Column Description
Name

Displays:

  • The Opportunity Name
  • Opportunity Close Date (if assigned)
  • Deal Amount (if assigned)
  • Number of Prospects - Hovering over the number of Prospects provides users with a quick glance of the associated Opportunity Prospects, their title(s), and when they were last contacted.
    • Clicking the decorated Prospects link navigates users to the Opportunity's Prospects tab which lists the Prospects associated with the Opportunity in more detail.

  • Account name – it displays the account name where the opportunity is associated.

    Click the decorated Account name link navigates users to the Account’s overview tab to see more detail.

Note: Close dates and deal amounts are defined in the CRM when creating an Opportunity. For more information regarding close dates and deal amounts, refer to your applicable CRM support content.
Prospect

Displays:

  • Number of prospects linked to the opportunity.
  • Hovering the count will display the recent engagement activities that happened with those prospects.
  • Clicking the count will open the Opportunity’s Prospects tab within that Opportunity to show the list of Prospects.
Stage
  • The sales stage (i.e. Prospecting, Nurturing, Closed, etc.) associated with the Opportunity.
  • Click a stage in the column to sort and filter the current list view by the selected stage.
Activity
  • This is a bubble timeline representation of 3 weeks activities associated with that Opportunity.
  • The timeline is a constructed by consolidation of all activities (Emails, Meetings and Calls). 
  • Each bubble represents a day and is color-coded to say whether it is seller side or buyer side. 
    • The activities to be covered are: Emails sent, Email received, Calls made, calls answered, Meetings held.
    • The blue bubbles represents the seller side and the green bubbles are activities done by the buyer side.
    • Hovering on each bubble shows a popup, which details the list of activities of that day. 
    • Clicking on View details will open the 'side panel' Activity tab of Opportunity, to show the Activity timeline.
Status Displays:
  • Meeting - Hovering over the calendar icon displays the date of the last and upcoming meetings, when either has been set. A blue calendar icon indicates an upcoming meeting has been scheduled. A gray icon indicates there are no upcoming meetings scheduled.
  • Tasks - Hovering over the tasks icon displays the number of due tasks associated with the Opportunity.
    • Click the task icon to navigate to the Opportunity's Task tab which lists open (not completed) tasks for Prospects associated with the Opportunity.
  • Sequence - The sequence icon tells you if the Opportunity is active in a sequence.
    • A blue paper plane indicates the Opportunity is associated with a sequence.
    • A gray icon indicates the Opportunity is not active in a sequence.
      • Click the blue paper plane icon to navigate to the Opportunity's Sequence tab which displays a list of sequences associated with the Opportunity in more detail.
  • CRM Sync - The cloud icon represents CRM synchronization. When the cloud icon is blue, the Opportunity is synced to the corresponding Opportunity in the CRM. A gray cloud indicates no sync has been created between Outreach and the CRM.
    • Click the blue cloud icon to navigate to the corresponding page in the CRM.
Next Steps

Displays the next steps and is color coordinated to identify if information for next steps is available. If the paper icon is blue, the text has been added regarding next steps, if the icon is gray, information has not been added about next steps.

This field can be synced with CRM if users have inbound sync enabled. Outreach only recommends inbound sync at this time.

Note: The Opportunity modified date is based on when the Opportunity was last updated in any way, not based on when the next step was last updated.
Owner Displays the owner of the Opportunity. Click the owner's initials or avatar to display a list of opportunities owned by the user.
More Options (...) Provides users a dropdown menu to edit or delete the record.

 

In addition to the above six columns, users can customize the list view to display additional columns (Eg: Custom Fields) using Column Customization. Moreover, the Opportunities List View is customizable, providing users with the ability to sort, add filters, and save custom views for future reference. 

For more information on customizing the Opportunities List View, refer to the How To Create a Custom List View and Customizing List View Columns in Outreach articles.

Each Opportunity in the list displays information in-line pertinent to the health and success of the Opportunity. 

Hover over the data in each column to view additional information. 

Some icons are clickable links navigating the user to additional details corresponding with the clicked feature. Refer to the previous table in this article for more information. 

Deal Overview

The deal overview page contains all the critical information that managers need to conduct deal reviews with their reps and collect insights from across the opportunity lifecycle. 

Access a Specific Deal Overview Profile

From the Opportunities List View, click the applicable Opportunity Name to navigate the Deal Overview Page . 

Opportunity Profile Panel

To the far right of the workspace, is the Opportunity Profile panel. The Opportunity Profile panel provides users with an at-a-glance overview of the Opportunity. 

The panel provides the following information: 

  • Opportunity name
  • Close date if assigned
  • Associated amount
  • Number of Prospects associated with the Opportunity
  • Account the Opportunity is associated with
  • Opportunity Stage
  • Opportunity Owner
  • Opportunity Tags
  • Opportunity Type
  • Probability percent
  • CRM ID (if applicable)

Opportunity Tabs

Below the quick navigation links (Opportunities / "Opportunity name") is a bar with a series of tabs. 

Each tab provides users with additional information regarding the Opportunity. See the table below for more information. 

Tab Description
Activity Provides detailed information regarding the activity the Opportunity has processed. Click Filters to display a list of activities within specific parameters.
Prospects Lists all the Prospects associated with the Opportunity.
Sequences Displays the sequence states of all Prospects associated with the Opportunity.
Tasks Lists open (not completed) tasks for Prospects associated with the Opportunity.
Emails Displays emails delivered to Prospects associated with the Opportunity. 
Calls Displays a list of calls completed and logged with Prospects associated with the Opportunity.
Meetings Displays a list of meetings associated with the Opportunity. 

 

Scenario 2: For customers with Inline Editing & Real Time Field Validation

Note: 
  • This feature is currently in BETA; only select organizations that utilize Salesforce as their CRM and opt-in by consenting to our BETA Terms & Conditions will have access to this feature.
  • Inline Editing support for Microsoft Dynamics is coming soon.
  • Certain fields may be in-line edited depending on their organization's settings and if you do not have the right to edit a field you think should be editable for you in Outreach, please contact your admin.

 

Opportunities List View Overview 

Opportunity Stages 

Opportunity Stages provide users with an at-a-glance view of how many opportunities are in a particular stage of their sales process. Click on any one of the stages above the table to filter opportunities by that stage.

Opportunities List View 

The Opportunities List View page provides users with a list of opportunity records for their organization. The initial default view is set to show users opportunity records that they own. Depending on visibility permissions in Outreach, users may be able to remove this filter to see additional records. 

 

By default, The Opportunities List View is separated into six columns as described in the table below: 

 

Column Description
Name Displays:
  • The Opportunity Name
  • Number of Prospects - Hovering over the number of Prospects provides users with a quick glance of the associated Opportunity Prospects, their title, and when they were last contacted.
    • Clicking the decorated Prospects link navigates users to the Opportunity's Prospects tab which lists the Prospects associated with the Opportunity in more detail.
Stage
  • The sales stage (i.e. Prospecting, Nurturing, Closed, etc.) associated with the Opportunity.
Activity
  • This is a bubble timeline representation of 3 weeks activities associated with that Opportunity.
  • The timeline is a constructed by consolidation of all activities (Emails, Meetings and Calls). 
  • Each bubble represents a day and is color-coded to say whether it is seller side or buyer side. 
    • The activities to be covered are: Emails sent, Email received, Calls made, calls answered, Meetings held.
    • The blue bubbles represents the seller side and the green bubbles are activities done by the buyer side.
    • Hovering on each bubble shows a popup, which details the list of activities of that day. 
    • Clicking on View details will open the 'side panel' Activity tab of Opportunity, to show the Activity timeline. 
Status Displays:
  • Meeting - Hovering over the calendar icon displays the date of the last and upcoming meetings, when either has been set. A blue calendar icon indicates an upcoming meeting has been scheduled. A gray icon indicates there are no upcoming meetings scheduled.
  • Tasks - Hovering over the tasks icon displays the number of due tasks associated with the Opportunity.
    • Click the task icon to navigate to the Opportunity's Task tab which lists open (not completed) tasks for Prospects associated with the Opportunity.
  • Sequence - The sequence icon tells you if the Opportunity is active in a sequence.
    • A blue paper plane indicates the Opportunity is associated with a sequence.
    • A gray icon indicates the Opportunity is not active in a sequence.
      • Click the blue paper plane icon to navigate to the Opportunity's Sequence tab which displays a list of sequences associated with the Opportunity in more detail.
  • CRM Sync - The cloud icon represents CRM synchronization (Salesforce or Dynamics). When the cloud icon is blue, the Opportunity is synced to the corresponding Opportunity in the CRM. A gray cloud indicates no sync has been created between Outreach and the CRM.
    • Click the blue cloud icon to navigate to the corresponding page in the CRM.
Next Steps

Next Steps field can be used by reps to add any notes about the opportunity in a free text field. If the user clicks “Enter”, they can enter text in another line. 

Note: The Opportunity modified date is based on when the Opportunity was last updated in any way, not based on when the next step was last updated.
Owner Displays the owner of the Opportunity. Hover and click the “Edit” button on the pop up to update the owner of the opportunity.
Close Date
  • The projected close date for the opportunity
Amount
  • The estimated value of the opportunity

In addition to the above six columns, users can customize the list view to display additional columns (Eg: Custom Fields) using Column Customization. Moreover, users will have the ability to sort, add filters, and save custom views for future reference. 

For more information on customizing the Opportunities List View, refer to the How To Create a Custom List View and Customizing List View Columns in Outreach articles. 

Each Opportunity in the list displays information in-line pertinent to the health and success of the Opportunity. 

Users may be able to update certain opportunity fields inline depending on their organization's set-up. Typical fields that are often editable include: close date, next steps, stage, etc. For more information, visit our article about Inline Editing on Outreach.

Field Change Indicators

  • Field change indicators are visual cues that provide a quick view into the latest changes made within the last 7 days to opportunity fields.
  • These indicators are visible on the Opportunity list view page.
  • Hovering over a field change indicator provides a better understanding of the direction of movement for each field, allowing for an at-a-glance view of performance trends.
  • Field change indicators ensure that all relevant stakeholders are aligned on new updates, providing reps and managers with valuable insights into opportunity changes.

Deal Overview 

Clicking on any opportunity on the list view redirects you to the Deal Overview page for that opportunity. For more information, refer to the Deal Overview article.

Opportunity Profile Panel 

To the far right of the workspace, is the Opportunity Profile panel. The Opportunity Profile panel provides users with an at-a-glance overview of the Opportunity. 

The panel provides the following information: 

  • Opportunity name
  • Close date if assigned
  • Associated amount
  • Number of Prospects associated with the Opportunity
  • Account the Opportunity is associated with
  • Opportunity Stage
  • Opportunity Owner
  • Opportunity Tags
  • Opportunity Type
  • Probability percent
  • CRM ID (if applicable)

Opportunity Tabs 

Below the quick navigation links (Opportunities / "Opportunity name") is a bar with a series of tabs. 

Each tab provides users with additional information regarding the Opportunity. See the table below for more information. 

Tab Description
Activity Provides detailed information regarding the activity the Opportunity has processed. Click Filters to display a list of activities within specific parameters.
Prospects Lists all the Prospects associated with the Opportunity.
Sequences Displays the sequence states of all Prospects associated with the Opportunity.
Tasks Lists open (not completed) tasks for Prospects associated with the Opportunity.
Emails Displays emails delivered to Prospects associated with the Opportunity. 
Calls Displays a list of calls completed and logged with Prospects associated with the Opportunity.
Meetings

Displays a list of meetings associated with the Opportunity. 

 

 

Accessing the Slide out panel for Opportunities 

This slide out panel enables users to quickly access all key information about an opportunity, helping them make informed decisions without needing to navigate from the current view.



Opening the Slide out panel of an Opportunity

1. Clicking the Name cell in the list view will open the slide out panel with the first tab “Health”.

2. Clicking on the Health score cell in the list view will open the “health” tab again.

3. Clicking on the Prospects cell in the list view will open the “Prospects” tab.

4. Clicking on Activity cell in the list view / [view details] from a hover-popup of a bubble will the “Activity” tab.

5. Clicking on any space of the Methodology column in the list view will open the “Methodology” tab.

6. Clicking on the AI insights sparkle next to Opportunity name (first column) will open the “Methodology” tab. 






Tabs in Slide out pane

Tab Description
Health This tab is dedicated to show the Health insights that are generated for this Opportunity. The insights are extensively listed to say how the score is affected by various factors on a daily basis.
Prospects The list view in this tab enables you to drill down the associated prospects of this opportunity seamlessly without opening in a new tab. 
Activity It will show the Activity history timeline that is associated with the Opportunity.  It is as similar as the Activity history timeline seen inside the Opportunity tab today.
It is made available in the slide out panel to make the access easier and more convenient.  
Sales Methodology

This tab will be available only when the organization enabled its Sales Methodology feature. This tab will list the fields, shortly named MEDDPICC.

Ask a question
(AKA Deal Assist) 

Ask a question is put in common across all tabs and tapping on the search bar will open the Deal assist pane.



Health: 


Suggested Actions to create a task, sending email and scheduling a meeting are functional from these touch points. It all opens a popup allowing you to do that action.  


Prospects:
Since it is a list view, any actions that need to be applied over that list view – say applying filters, sorting, smart views, etc are actionable here as well.  

Activity:


Actions to add filters, add notes are available like it is available inside Opportunity Activity tab.


Sales Methodology (fields with AI insights) :

This tab will be available only when the organization enabled its Sales Methodology feature. This tab will list the fields, shortly named MEDDPICC. It also lists AI insights that are generated out of activities in a way to help sellers update their methodology fields.

 

AI insights for field updates:

Eg: [Sparkle] icon represents AI insight that is available for this field – Decision criteria.
- Sources represent the kind of activities which were referred to bring insights.  
- The actions – Copy and Dismiss are available in the right. 
- Copy will copy the insight information to Clipboard and the seller can paste it to the field present above to edit if required or save it as such as well. Dismiss will remove the insight from this pane.


 Ask a question (AKA Deal Assist) :

 There are 12 questions available as a preset in the search bar. Seller can pick one from them or type a free-flowing text in the search bar to open the Deal assist. 

 



Clicking on back at the top will get back to the slide out with tabs of that opportunity.  

 

Header section:

  • Opportunity name at the top (hyperlinked to open Opportunity overview page)
  • Amount in the next line, followed by the Opportunity Stage, Closed date, and Forecast category (if that is available).
  • Account name in the next line. Clicking on this will open the Account overview page.
  • Popout icon (Open full view) this will open the Opportunity Overview page which has all sub-tabs. This closes the slideout pane and opens the Opportunity page completely.
  • In the top-right, we have options to open Edit Opportunity, Add Prospect, View in CRM.
  • Edit: It gets overlayed on the slideout pane. Clicking on the back will again go back to the slide out pane with tabs. 

    • Add Prospect: 
      This will open a popup in the middle of the page to carry out the workflow.
    • View in CRM will open the Opportunity record in the CRM in the new tab.

 

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