Orbit / Internal — Vol. 01

The Field
Manual.

Everything Nafi, Adel & Rayan need to know to move a Prague restaurant from cold lead to signed client inside Twenty CRM.

Edition 01.00
Audience Sales
CRM crm.bassam.cz
Read time 8 min
We don't sell websites. We sell more reservations, less phone chaos, and a restaurant that looks serious on Google. Every lead in Twenty is a Prague restaurant losing dinner covers every night to a broken website. Your job is to show up, listen, and make it stop.
§ 01

The Four Objects You'll Use.

Twenty has many features. You only need these four. Forget the rest until later.
Object 01

Company

A restaurant. Already imported — 83 of them. Each has name, address, rating, website status, and what to pitch.

e.g. Çhina Restaurant, Karlovo nám. 17.
Object 02

Person

A human at the restaurant. Owner, manager, front-of-house. You add these yourself as you meet them.

e.g. Tomáš Novák — Owner at Çhina Restaurant.
Object 03

Opportunity

A real deal in motion. You create one only when the restaurant responds. Move it through the pipeline stages.

e.g. Çhina Restaurant — Website Build — €1,400.
Object 04

Task

Your next action with a due date. Every active Opportunity must have at least one Task — or you'll forget.

e.g. Follow up with Tomáš on Friday.
§ 02

The Pipeline, Stage by Stage.

An Opportunity moves left to right. You drag the card between columns in the Opportunities → By Stage view.
01
New
Opportunity just created. You decided this restaurant is worth pursuing. No outreach sent yet.
Trigger → you made it
02
Screening
You reached out. DM, email, walk-in, phone. Waiting for response or qualifying them yourself.
Trigger → first outreach sent
03
Meeting
They responded. A conversation is scheduled or happening. This is the hot zone — your focus goes here.
Trigger → meeting booked
04
Proposal
Pricing sent. They have the Essentials / Pro / Signature offer in their hands. Awaiting yes or negotiation.
Trigger → pricing delivered
05
Customer
Signed. Paid. Onboarding begins. Hand off to the build team — but you stay their relationship owner.
Trigger → agreement signed
06
Lost
Not moving forward. Always add a Note explaining why: no budget, wrong timing, using competitor, never replied.
Trigger → dead end

A restaurant can move backwards (from Meeting → Screening if they ghost) or forwards. The only final states are Customer and Lost.

§ 03

The Daily Loop.

Do this every workday. 30 min in the morning, 15 min at end of day. That's it.

Open Twenty, filter to "my companies".

In the Companies view, filter by Account Owner = you. These are the restaurants you own. Nobody else touches them.

Where → crm.bassam.cz / Companies / Filter: Account Owner

Pick the next untouched lead.

Sort by Lead Score (highest first) or Rating. Your Hot leads (🔥) get attention first. Never work leads at random.

Where → Companies / Sort by Lead Score descending

Do the outreach. Off-platform.

Instagram DM, walk-in, phone, email — whatever fits the restaurant. You do this outside Twenty. Twenty isn't a messenger.

Where → real life / phone / DMs

Log the outcome as a Note.

Open the Company → Notes tab → new Note. Write what happened in 1-2 sentences. Use plain language. "Spoke to owner Tomáš. Interested but busy until next week." That's enough.

Where → Company page / Notes / + New

If interested — create an Opportunity.

On the Company page, click "Opportunities" → New. Name it: "[Restaurant Name] — Website Build". Set Stage = Screening. Set Amount = €1,400 (Pro) as default. You can change it later.

Where → Company page / Opportunities tab / + New

Create a Task — always.

Every active Opportunity has at least ONE open Task. Example: "Follow up with Tomáš on Friday". Due date = concrete. Vague = you forget, the lead dies, the deal dies.

Where → Opportunity page / Tasks / + New / Set due date

Move the Opportunity as reality changes.

They book a meeting → drag card to Meeting. You send pricing → drag to Proposal. They sign → drag to Customer. They ghost for 3 weeks → drag to Lost, add Note explaining why.

Where → Opportunities / By Stage view / drag & drop

End of day — check Tasks.

Go to Tasks view. What's due tomorrow? Plan those first thing in the morning. What's overdue? Handle it now or reschedule with a note.

Where → Tasks / filter: My Tasks / Due this week
§ 04

Rules of Engagement.

Non-negotiable. Read once, follow always.
Rule 01

Never undersell. Orbit is a web agency, not Fiverr.

Our entry price is €800 setup + €120/month. We are not cheap. We are worth it. If a restaurant balks, ask how much a bad weekend of missed reservations costs them. That's our pitch — not the price.

Rule 02

If it's not in Twenty, it didn't happen.

Conversations that live only in your head are lost. Log every meaningful interaction as a Note on the Company. 15 seconds of typing saves 3 hours of "wait, what did I say to them?".

Rule 03

Every active deal has a Task with a due date.

No open Task = the deal is invisible. Leads die of neglect, not rejection. If you don't know the next step, the Task is "Figure out next step — due tomorrow".

§ 05

Questions You'll Actually Ask.

From the team, in advance.
What's the difference between a Company and an Opportunity?
A Company is the restaurant itself — it exists whether or not we're talking to them. An Opportunity is a live deal in motion. One restaurant can have multiple Opportunities over time (say, a website now and an ordering add-on six months later). Company = entity. Opportunity = deal.
When exactly do I create an Opportunity?
When the restaurant responds and shows any interest — even lukewarm. Don't create one for every cold lead; 83 ghost Opportunities are noise. Create when there's a real conversation to track. If it's still totally cold, it lives as a Company with Notes until it warms up.
What do I put in the "Amount" field on an Opportunity?
Default to €1,400 (Pro setup fee) when creating it. Once the real conversation happens, update with the actual number. Amount drives our revenue forecasting — don't leave it blank.
A restaurant owner won't give me their email. What do I do?
Create the Person with whatever you have — name and phone is enough. In Notes, write "Prefers phone/WhatsApp". Ask for email when trust is higher — typically after the first good conversation or when you offer to send a proposal.
I tried to contact a lead and they were aggressive/rude. What now?
Move the Opportunity to Lost. Add a Note with one line: "Owner not interested — rude on contact." Do not argue. Do not chase. Next. We have 82 other restaurants, and your time is worth more than one bad conversation.
How do I know if a lead is ready to move from Screening to Meeting?
They've agreed to a specific time and place (even a call). "Yeah sounds cool, maybe sometime" is still Screening. "Thursday at 3pm at the restaurant" is Meeting. Don't drag the card until reality moves.
Who do I ask when I'm stuck?
WhatsApp team channel first. Bassam is available for strategy questions, proposal review, and any time you need someone to help close. Don't sit stuck for more than an hour — ask.