Sales / Technology

It is Thursday. The Hornets ask for budget direction on a new LED board, and the RFP follow-up is due Monday. You need to know whether the Company exists, what stage the deal is in, whether pricing is complete, and what proposal work is already attached. If you can answer those four questions in under two minutes, you are operating at the level this track trains for. If any of them sends you into an email search or a shared drive, this track will pay for itself in the first week.

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What You Are Trying To Do

This track is for everyone who owns or supports Technology deals: LED displays, LiveSync, processing, products, pricing, and proposal movement.

You are learning how to:

1. Find the Company before creating anything new - avoid duplicate Companies and split history.
2. Keep pipeline clean - make stage, owner, close date, amount, and next step obvious.
3. Price a deal - move from CRM opportunity to estimate/proposal work.
4. Prepare a client-facing package - understand where one-pagers, SOWs, and proposal artifacts attach.
5. Read your dashboard - know what is booked, forecasted, stale, or missing.

How a Technology deal actually flows

Every deal on this desk moves through the same bid flow, and the whole company reads its position from one field — Bid Status:

RFP Received → Scoping → Bid Submitted → Shortlisted → Won / Lost / No Bid

Two systems carry the deal through that flow, and the handoff between them is the part most new team members get wrong:

• The CRM holds the record of truth: the Company, the opportunity, the owner, the amounts, the due dates, and every document that has ever gone to the client.
• The Proposal Engine is where pricing happens: estimates, one-pagers, SOWs, and full proposals. When you generate a file there, it attaches itself to the matching CRM opportunity — that is Universal CRM Push doing its job. Nobody uploads anything by hand.

The practical consequence: if your CRM record is clean, everything downstream — the proposal queue, the forecast, the leadership dashboard — is clean too. If your record is stale, you are the reason a number on someone else's screen is wrong. That is the whole discipline of this track in one sentence.

Day 1 / Day 30 / Reference

• Day 1: find a Company, open an opportunity, understand stage, owner, amount, close date, and next step.
• Day 30: keep your pipeline clean, know which deals need pricing, and explain what changed this week without preparing anything.
• Reference as needed: proposal artifacts, SOW handoff, dashboard interpretation, win/loss cleanup.

The daily ten minutes

The habit that separates a clean operator from someone who gets chased for status updates is a short, fixed pass every morning:

1. Open Proposal Pipeline — it is sorted by what is due, so the top of the list is your day.
2. Scan your deals for anything missing: owner, close date, amount, next step, Bid Status.
3. Fix what you see. A blank due date or a stale stage takes ten seconds to correct and hours to chase later.
4. Glance at the Technology tab of the company dashboard to confirm your changes rolled up.

Ten minutes. That is the whole tax. Everything else in this track builds on that pass.

Ask instead of clicking

Every number and record in this track can also be pulled by asking Scout, the assistant inside the CRM:

What You'll Learn Here

1. Keep the pipeline clean - the views you live in, and moving a deal from lead to won.
2. Price a deal - the estimation flow and finding your estimates.
3. Manage deal status - stages vs. Bid Status, won/lost/no-bid, probability, and handoffs.
4. Stay ahead of proposal deadlines - due dates, pricing complete, and proposal movement.
5. Read your numbers - revenue, margin, forecast, and biggest deals at a glance.

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Quick Glossary

• Bid Status - where the deal sits in the bid flow: RFP Received, Scoping, Bid Submitted, Shortlisted, Won, Lost, or No Bid.
• Pricing Complete - the deal has generated pricing output, ready for review or client movement.
• Mirror Mode - the Proposal Engine mode that reproduces pricing documents exactly, line for line.
• Universal CRM Push - generated files land on the right CRM deal automatically, no manual upload.
• SOW - what ANC will deliver.
• RFP - the client's bid request.

Haven't done Core yet? Start there first: Core — Start Here.