An Opportunity is a qualified sales prospect that has a high potential to convert into a paying customer. It typically arises after a lead has been vetted and demonstrates a clear need, budget, authority, and timeline, allowing the sales team to actively pursue closing the deal.

Opportunities represent the most advanced stage of the sales pipeline before a deal is won. At this stage, the prospect has moved beyond initial interest and is actively evaluating solutions or negotiating terms. Sales teams focus on managing relationships, addressing objections, and progressing the deal toward closure.