Compare the operating models
A fictional free product demo seeks a new sale. A paid advisory meeting fulfils an existing order. A support meeting works on an existing case. Treating every booking as a new deal inflates the pipeline and disconnects ongoing work.
| Business requirement | Create new deal | Link existing order/case |
|---|---|---|
| Product demo | Potential new buying decision | Link existing deal if already present |
| Paid advisory | New deal duplicates accepted work | Appointment fulfils existing order |
| Support meeting | Misclassifies service as new sale | Appointment linked to case |
Work through the chosen model
Store appointment purpose and its linked commercial/service record. For a demo, first check whether the customer’s offer already has a deal. For paid advice and support, connect the appointment to the supplied order/case rather than resetting sales progress.
- Select appointment purpose
- Find existing work context
- Create or link only what is needed
Purpose-based linking keeps reporting useful but requires a simple staff choice. A demo can lead to a deal, but its appointment is not itself proof of a new buying decision.
Three bookings produce one new demo deal, one existing-order link and one existing-case link. Only the first adds a new sales opportunity in this fixture.
When the other model fits
The demo buyer already has an active matching deal. Create another?
Show the worked answer
No. Attach the booking to the existing deal unless the purchasing decision is genuinely separate.