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the simplest of the facts would be that we're working with the leads we get maybe somebody who's asking on your website could you please get in contact or what is the fairy connections between sling and italy or whatever you would like to see and then you got some sort of interest for somebody you don't know too much about it you haven't gotten in touch with with that prospect or customer yet you like to know more so you get some information to the lead and actually get in touch and you know what the value would be and then you got an opportunity for sales so to get from lead to opportunity we gathered some more information we qualified let's just say how much you're going to qualify when you think it's an opportunity when you an opportunity is something that the sales managers would measure if you actually managed to turn it into a sales or not so you score things in here if you'd like so and that's why we got this pipeline that all sales managers that are talking about so leads is sort of unqualified that you haven't gotten in touch with this and then when you get in touch and get some information your qualified instant opportunity and the opportunity is sort of where the managers start looking into this because leads are cold they get harder and then they turn into opportunity and then why didn't we actually get some sales and we'll give a reason for why we want to lost it or whatever we'd like to do if we wanted then um sort of we would like to create a sales quotation so the opportunity the customer we got in touch with they say yeah i would like to get an offer and an offer is what we call a sales quotation in dynamic 365 crm the sales quotation will then be for the customer or if it is somebody who hasn't yet bought anything from us it's still a prospect so the customer the prospect will get a sales quotation with information about what this would be about if this would be about something for taylor pass or it would be something for fair connection so it would be about diesel pitches or whatever it would be then the customer or the prospect could see what it's about how much description and of course the price and you would be able to see what the margin would be how much money you would expect to make in additional charges and other things too the more you move from the left to the right the more information there is and the more strict dynamics is what you need to put in them elite is just a bunch of information an opportunity is even more now adding things like probability and money and so on so you can calculate the pipeline if you got an opportunity value a million euros or whatever it would be and the probability is 50 it will be a simple calculation of 500 000 in the pipeline or whatever you would like to set up when we get to sales quotation it's more strict opportunity is sort of generic a lot of text attachments documents and other things to it but around the sales quotation you would select out of your price list or out of your catalog or whatever which item services products whatever it would be you'll add this over here so in the sales quota session there are some strict things that you should do but there's money well hopefully there is money because after you set the quotation and maybe revise it a couple of times after discussions with the prospect of the customer finally the customer or the prospect says let's go this is an order and then this is confirmed it turns into a sales order and from the sales order you do all the handling if you got any devices for use for taylor pass or whatever will be that you need to ship to the customer this is where you do the things in the warehouse you do the shipping and picking packing and off it goes to the customer and this is also then where you do the invoicing the payment stuff and so on is not part of this payment staff is handled by a country sealed by the customer service department or whoever takes care of that in your company that's not this training this is something normally by some completely different people profiles so these are the things while focus there are more things attached to it we need to talk about as mentioned customers and prospects too and we've got customers and prospects we've got contact persons because who we're going to call who going to email and so on but these four arrows that's a story to me about crm you don't have to use it all but this would be a normal flow you don't have to start with a lead it could be an opportunity did you get a call i would like to whatever and then you know this is hard there might be some money it might be that you got a customer says i like the same thing as the last time could you send me a new offer you just copy your sales quotation you don't have to start the leading opportunity if you're really lucky you've got customers just ordering things they don't even need an offer then you could just start with the sales follow so nobody says that you have to do the full monthly lead opportunity sales quotation and sales order you could start anywhere and move forwards forwards