How to read your pipeline reports and forecast

In this lesson

1. 1On Deals, Analytics tab, change the date range from the default last 30 days, then pick one rep in the deal owner filter (default All deal owners).
2. 2Read Value won (of forecast), Av. time to close and Value of deals by stage at that range.

Setup checklist

The 17 steps to build a working pipeline, from your first user profile to a forecast you can read. Tick them off as you go; your ticks stay in this browser.

0 of 17 ticked

1. 1.Open Users with no filters and switch lists with the selector (All users or a saved segment).
2. 2.Open one profile and check its Activity tab (event history) next to the Attributes sidebar.
3. 3.Click Columns and add an account-level column; scroll until more rows load.
4. 4.Open Accounts, click Add account, enter Company name and Domain, click Create.
5. 5.On Users (or Accounts), click Filters, add two conditions joined with OR, then Save as new segment, name it and click Save segment.
6. 6.Open Deals, Board tab.
7. 7.Click Create deal, fill Deal name, Deal stage (first stage), Value, Deal owner, Deal type, Associate with account (your account), click Create.
8. 8.Drag the card one stage right on Board, then check Value forecast to close on the Analytics tab.
9. 9.Open the deal and confirm the closing stages are Won (100%) and Lost (0%).
10. 10.Open Tasks, click Create task, set Task type, Associate with user, pick your deal under Deal, click Create.
11. 11.Know where LinkedIn sub-actions live: Start a LinkedIn task to choose View profile, Send message or Connection request.
12. 12.Open Attributes, click Create attribute, and under AI Attribute Types pick Likelihood; set Predict event and Prediction window, then Create attribute.
13. 13.Find the Likelihood column on a profile; its type is Scored Tier.
14. 14.Scan the sidebar for a Pipeline page (there is none), then open Accounts, pick a company, open its Deals tab and open one deal.
15. 15.Open Project settings, Users, Data Model, Deals tab: under Deal stages edit a Probability and read Used in.
16. 16.On Deals, Analytics tab, change the date range from the default last 30 days, then pick one rep in the deal owner filter (default All deal owners).
17. 17.Read Value won (of forecast), Av. time to close and Value of deals by stage at that range.

Your tech stack and tools

The core stack (everything you actually need)

• Intempt console: Users, Accounts, Deals, Tasks (This is where every lesson in this course happens)
• Attributes (AI Attribute Types) (This is how you add a predictive score to every profile)
• Project settings Data Model (This is where you set your deal stages and win probabilities)

Highly recommended optional upgrades that level up your work

• Journeys Create task step (This is how follow-up tasks get created for you, automatically)
• HubSpot (This is how your contacts, companies and deals sync in from HubSpot)
• JavaScript SDK group() (This is how people get linked to their company in code)
• Data import (This is how you bring in the customers you already have)

The pipeline and segments are free. Predictive scores need Pro ($24 a seat a month) or Organization ($49 a seat a month).