When managing 5, 10, or 50 quotes simultaneously, it's impossible to handle them all the same way. A junior sales representative typically manages 5 to 10 active quotes, a senior can have 15 to 25, and a sales team can easily track 50 to 100 quotes in parallel.
The problem: not all quotes are equal, and without a clear method, you waste time on dead deals while hot opportunities cool down due to lack of attention.
🎯 Business objective: Transform your quote pipeline into an effective sales management tool to maximize your conversion rate without wasting time on deals that will never sign.
1. Use the Furious DAILY CHECK to instantly identify priorities
The Furious DAILY CHECK is a quick filtering feature available in the Quote pipeline that allows you to identify urgent sales actions in one click.
1.1. Where to find it?
Access the Furious DAILY CHECK directly from your Business > Quote pipeline page.
1.2. What can it filter?
In the Quote pipeline, the Furious DAILY CHECK offers two quick filters:
Contacts overdue on sticky notes or without scheduled action
Displays all client contacts related to your quotes that are in alert status
Contacts whose sticky note is overdue
Contacts with no future action scheduled (red dot)
Quotes overdue on sticky notes or without scheduled action
Displays all quotes requiring immediate action
Quotes whose sticky note is overdue (red alert)
Quotes with no future action scheduled (red dot)
💡 Tip: Integrate the Furious DAILY CHECK into your morning routine. A 2-minute glance is enough to identify your priorities for the day.
2. Understanding visual indicators on quote cards
Furious integrates a system of intelligent visual indicators that appear directly on the cards of your Quote pipeline. These pictograms inform you in real time about the status of your sales actions and indicate which quotes require priority action.
2.1. The 4 indicators to know
🟢 Green dot: Active deal (recent action)
Meaning: An action was recorded today on this quote (sticky note added, quote modified, note added).
What to do: Continue with the established follow-up pace. Update the sticky note with the next deadline if not already done.
💡 Tip: A green dot indicates you are in a positive sales dynamic. Maintain this pace for deals in the negotiation phase.
🔴 Red dot: Deal without scheduled action
Meaning: No sticky note with a future date is scheduled on this quote. Risk of being forgotten.
What to do: Immediately create a sticky note with a follow-up date. Plan the next concrete action (call, email, meeting). Never leave a quote without scheduled action.
⚠️ Warning: A red dot is an alert signal: this quote risks being forgotten if you don't plan an action now.
⚠️ Red alert pictogram: Deal in danger (URGENT)
Meaning: The quote has not been updated since the expiration deadline configured for this pipeline column.
What to do: IMMEDIATE ACTION REQUIRED. Follow up with the client by phone (not just email). If no response: qualify the deal (Hot/Warm/Cold/Dead). Move the quote to the appropriate column or mark it "Lost". Create a new sticky note with a close follow-up date.
👉 Essential action: This pictogram is your radar against zombie deals. A quote lingering for weeks without action costs you time and skews your sales forecasts.
➡️ Black arrow: Scheduled deal (future action)
Meaning: A sticky note with a future date is scheduled on this quote.
What to do: Nothing for now, your follow-up is organized. Regularly check your calendar view to anticipate upcoming actions.
💡 Tip: The black arrow indicates a well-organized prospecting. It's the ideal state for a maturing deal.
3. Configure your quote pipeline expiration
3.1. Why configure expiration deadlines?
Automatic expiration transforms your pipeline into an intelligent alert system. Without it, a quote can stay in a column for weeks without you noticing. With it, Furious automatically alerts you when a quote stagnates for too long.
Concrete examples:
A quote in "Proposal" lingering for 10 days = abnormal → red alert
A quote in "Negotiation" lingering for 15 days = ghosting client → immediate action
A quote in "Decision" lingering for 30 days = probably dead → need for qualification
Recommended configuration by stage:
Qualification: 7 days — Quick discovery phase, if no client response within a week = cold lead
Proposal: 10 days — Reasonable time to draft a quote, beyond that = internal blockage
Sent/Negotiation: 15 days — Standard client reflection time, beyond that = mandatory follow-up
Imminent decision: 7 days — Final phase, quick response expected
⚠️ Warning: Adapt these deadlines according to your sector. Public markets often require longer delays, while startups expect faster responses.
3.2. How to set up expiration?
Quote expiration is not configured directly in the Quote Pipeline page. It's implemented via the Furious Automations, by setting rules based on the duration of a quote's presence in a pipeline column or its due date. When a quote exceeds the configured deadline, the automation can automatically move it to another pipeline (e.g.: "Expired Quotes") and/or trigger a follow-up email.
Typical configuration — example for the "Proposal" column (10 days):
Go to Furious Configuration > Messages and automation > Advanced automation
Click on "+ Add"
Enter the following settings:
Label: e.g., "Proposal Expiration - 10 days"
Type: Quote
Status: concerned column (e.g., "Proposal")
Delay before action: 10 (number of column days)
Action: Pipe change to "Expired Quotes" (or a column of your choice)
Leave email fields empty if you don't wish to send automatic notifications
Click on "Save"
💡 Tip: Create one automation per pipeline column for granular tracking. Use explicit labels (e.g., "Negotiation Expiration - 15 days") to easily find them in your automation list.
4. Prioritization methodology: The 4 deal profiles
4.1. HOT Deal 🔥: Absolute priority
How to identify it?
Green dot (recent actions)
Sticky note with a deadline in the next 3 days
Probability greater than 70%
Client responsive during recent exchanges
Recommended actions:
Respond within 2 hours maximum to any request
Prepare signature documents in advance
Anticipate potential questions and objections
Maintain a steady contact pace (minimum 2 interactions per week)
Time to dedicate: 60% of your sales energy
💡 Tip: For a hot deal, always create a sticky note after each interaction with the next precise action and its date.
4.2. WARM Deal 🌡️: Keep the flame alive
How to identify it?
Black arrow (scheduled action) or recent green dot
Sticky note with a deadline in 7 to 15 days
Probability between 40% and 70%
Client interested but not in a hurry
Recommended actions:
Weekly follow-up (email + phone call)
Send value-added content (client cases, case studies, articles)
Propose an intermediate meeting to address objections
Systematically update the sticky note after each contact
Time to dedicate: 30% of your sales energy
💡 Tip: For warm deals, offer short exchange formats (15-minute calls) rather than long meetings. This reduces friction and maintains the connection.
4.3. COLD Deal ❄️: Warm up or let go
How to identify it?
Red alert pictogram (expiration exceeded)
No response for 2 to 3 weeks
Probability less than 40%
Evasive or unreachable client
Recommended actions:
Final qualifying follow-up (phone mandatory, no email)
Ask directly: "Where are you at in your thinking? Is this project still relevant?"
If no clear response: propose to suspend follow-up
Move the quote to a "Awaiting client decision" column with probability at 10%
Time to dedicate: 5% of your sales energy
⚠️ Warning: A cold deal is not necessarily dead, but it shouldn't monopolize your daily attention. Schedule a follow-up in 3 or 6 months via a sticky note.
4.4. DEAD Deal 💀: Qualify and archive
How to identify it?
Red alert for over a month
Client chose a competitor (confirmed information)
Project canceled or postponed indefinitely
No response despite 3 or more follow-ups
Recommended actions:
Mark the quote as "Lost"
Enter compulsorily the reason for the failure (price, timing, competition, project canceled, no response)
Create a reminder sticky note in 6 months if relevant (possibility of new future opportunity)
Analyze the reason for failure to improve future quotes
Time to dedicate: 5% (only to qualify and archive properly)
💡 Tip: Qualifying a lost quote is not a commercial failure, it is a professional discipline. It frees your pipeline and refines your forecasts.
5. Daily follow-up organization
5.1. Morning routine (10 minutes)
Furious DAILY CHECK (Business > Quote pipeline)
Click on Furious DAILY CHECK
Consult the overdue quotes or without scheduled action first
Then check the overdue contacts or without scheduled action
Immediately create the missing sticky notes with follow-up dates
Calendar view of sticky notes (My Furious > My Sticky Notes > My week)
Consult today's sticky notes
Prioritize: hot deals first
Create your day's sticky notes
For each planned sales action: 1 sticky note = 1 clear action with a date
💡 Tip: The Furious DAILY CHECK reduces your morning routine from 15 to 10 minutes. You instantly identify your priorities without manually browsing through your entire pipeline.
5.2. Weekly routine (30 minutes)
Complete pipeline review (every Monday morning)
Browse ALL columns from left to right
Ask yourself for each quote: "What is the next action?"
Update probabilities according to actual progress
Pipeline cleaning (every Friday afternoon)
Qualify cold deals as "Lost" if necessary
Archive zombie quotes lingering for months
Adjust sticky note dates for the following week
💡 Tip: The Monday review mentally prepares you for the week, and the Friday cleaning allows you to go into the weekend with an up-to-date pipeline.
6. Practical cases
6.1. "I have 20 quotes on hold, which ones to follow up on?"
Quick method with Furious DAILY CHECK:
Click on Furious DAILY CHECK in your Quote pipeline
Select "Quotes overdue or without scheduled action"
Instantly see quotes requiring immediate action
Handle them in order of decreasing probability
Manual method (without Daily Check):
Filter on quotes with red alert → Follow up on them with absolute priority
Consult the My Sticky Notes > My week view → Handle those with today's or past dates
Sort by decreasing probability → Focus on quotes above 50%
Temporarily ignore quotes below 20% probability (unless there's a red alert)
Expected result: You go from 20 unclear quotes to 5-7 concrete and priority actions.
6.2. "This quote is 3 weeks old, what should I do?"
Questions to ask yourself:
Does it have a red alert? → YES = immediate follow-up by phone
When was the last client contact? → More than 15 days = qualification call necessary
Is the client usually responsive? → NO = consider a "Lost" status
Is there a sticky note with the next action? → NO = create it immediately
Final decision:
If regular contact with the client = WARM → scheduled weekly follow-up
If total radio silence = COLD → final qualifying follow-up then "Awaiting client decision" or "Lost"
6.3. "How to know if a quote is still relevant?"
Reliable indicators:
✅ Client responded in the last 7 days = CURRENT
✅ Meeting scheduled in the next 15 days = CURRENT
❌ No response for more than 3 weeks = PROBABLY OBSOLETE
❌ Client says "we'll get back to you" without giving a precise date = VERY PROBABLY OBSOLETE
Recommended action: Ask the client directly. "Hello [Name], is our proposal from [date] still relevant for you? Do you need additional elements?"
6.4. "The client is no longer responding, is it dead or not?"
3-step follow-up protocol:
Day 0 (silence for 15 days): Email: "Hello [Name], have you had the chance to review our proposal from [date]?"
Day +3 (no response): Phone call: "I wanted to make sure you received our quote and see if you had any questions"
Day +7 (still no response): Last email: "I understand you're busy. Would you like me to pause this project and contact you again in 3 or 6 months?"
Day +10 (total silence): Mark the quote as "Lost - No response". Create a reminder sticky note in 6 months if the project could potentially reactivate.
💡 Tip: A client who doesn't respond after 3 targeted follow-ups = dead deal at 95%. Don't waste more time, move to the next deal and free your sales energy.
To go further
To remember
Prioritizing your quotes is not a question of commercial intuition, it is a methodical discipline based on objective indicators. Furious visual pictograms (green/red dots, expiration alerts) transform your pipeline into an intelligent management tool that tells you what to do, when, and for whom. Quote expiration is implemented via Furious Automations: configuring rules based on column presence duration or due date, Furious can automatically move expired quotes to the appropriate pipeline. By adopting a daily routine and systematically qualifying your deals according to their temperature (Hot/Warm/Cold/Dead), you free up time to focus on high-value opportunities. A clean and up-to-date pipeline is not a luxury, it is a sine qua non condition for sustainable sales performance.