Targeting Deals and Contacts

 A natural part of sales is targeting a group of contacts for a message or action. For example you might want to:

• Send a message to C-level contacts
• Call new prospects or leads
• Delete all lost deals

There are three tools to help you orgainze and target Deals and Contacts

• Pipeline files
• Selecting within a list a of deals or contacts
• Visibility within a list of deals or contacts

Pipeline files

Pipeline files are data files that hold deals and contacts. Deals and contacts can be cut, copied, pasted and merged between pipeline files as they move through the sales process. A sales rep might keep pipeline files for:

• New Leads for contacts that have not yet been qualified
• Current Prospects for contacts and deals that are in active pursuit
• Mail List for "not now, but keep in touch" contacts

Deal and Contact Lists

The program works on one pipeline file at a time and displays the deals and contacts in the pipeline in a Deals list and a Contact list.

Within the Deals list or the Contacts list you can

• Select items
• Show or hide items

Actions on Selected Items

• Change, Delete
• Cut, Paste (Clipboard)
• Email, Document (Contacts only)
• New (linked) Appointment, Task, Deal Contact
• Show Selected, Hide Selected

Actions On Visible Items

• Export
• Calling and Research: First, Next, Back, Last (Contacts only)