Define a real opportunity
A contact becomes an opportunity when there is a credible problem your offer can solve and a concrete commercial next step. A social comment or newsletter subscription alone does not establish that.
Give each stage evidence
A booked meeting needs an appointment. A completed discovery needs notes. A proposal needs a defined scope and decision process. Move the deal when the evidence changes.
Inspect movement
Review which deals progressed, which stalled, and which should close out. Ask what the buyer agreed to do next. Repeated seller activity without buyer movement deserves a different conversation.
Keep cash separate
A verbal yes, a signed agreement, and a collected payment are different events. Record each accurately so the team can see commitments, collection work, and actual revenue.