Churning previously won opportunity

Question

Looking for advice, as I've seen this done different ways and looking for inspiration on how to advise our ops team. How do you actualize a previously won Closed Lost opportunity of a churned account? Let's say you have an opportuntiy that closed won at $100k in December. They then decided to cancel in March. You've received payment for half, and are not planning to pursue the rest.

1. Do you change the previous Closed-Won opp to a Closed-Lost, or leve as is and just churn the account object?

2. Do you create a Dongrade opportunity in the current period to offset the monies not to be collected?

Appreciate the insight!!

Steve Molis · Answer

Typically we would do some variation of 2 (not 1)

Churning previously won opportunity

Sales And Marketing

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