Feature Overview

The Activity Timeline is a comprehensive tracking system that displays all interactions between your sales team and prospects, including meetings, calls, and emails. This feature powers GTM Engine's deal analysis capabilities by capturing and organizing the unstructured data from your sales conversations into actionable insights. The timeline gives you a visual representation of engagement patterns throughout the sales cycle, helping you identify periods of high activity and potential gaps in communication.

Benefits to the User

• Complete Interaction History: Access a chronological record of all touchpoints with prospects
• Visual Engagement Patterns: Easily identify communication gaps or periods of high activity
• Deeper Deal Insights: Understand the context behind deal analysis and opportunity progression
• Time Savings: Automatically captures sales activities when integrated with your communication tools
• Enhanced Contact Intelligence: Track individual contact engagement and interest levels
• Quick Reference: Quickly recall important conversation details without searching through emails or notes

Accessing the Feature

1. Navigate to the “Pipeline” page in the main navigation menu under "Sales Engine"
2. Select any opportunity from your pipeline
3. In the opportunity detail page, scroll down to find the Activity Timeline section at the bottom of the page

Step-by-Step Usage Guide

Viewing the Activity Timeline

The Activity Timeline offers two viewing options to help you analyze sales interactions:

Timeline View (Default)

1. When you first access the Activity Timeline, you'll see the timeline view displayed horizontally
2. The timeline progresses from left (first touchpoint) to right (today)
3. Each interaction is represented by an icon on the timeline, positioned according to its date
4. The most recent activity is highlighted in orange and marked with a small circle in the top-right corner of the icon
5. Hover over any icon to see a quick preview showing the activity type and date
6. Areas with clustered icons indicate periods of high engagement, while gaps show periods of limited communication

List View

1. Click the "List View" option at the top of the Activity Timeline section
2. This displays all interactions in a vertical list format
3. Each entry includes:
   • Activity type icon (call, email, meeting)
   • Date of interaction
   • Brief synopsis of the content (for calls or emails)
4. The most recent activity is highlighted in orange here as well for quick identification
5. Scroll through the list to quickly scan all interactions

Exploring Activity Details

1. Click on any activity icon (in either view) to open the activity detail modal
2. In the modal, you'll see:
   • Meeting details including the full transcript
   • Email content
3. Click the "Participants" tab to view all contacts involved in the interaction
4. To view a specific contact's complete profile, click on their name in the participants list

Manually Adding Activities

If a meeting or call was conducted using a system not integrated with GTM Engine, you can manually add the activity:

1. Click the "Add Activity" button on the right side of the Activity Timeline
2. In the "Add New Activity" modal:
   • Select the activity type
   • Set the date and time of the interaction
   • Paste the transcript or email content into the "Activity Content" field
   • Select all relevant contacts who participated in the interaction
3. Click "Save" to add the activity to the timeline

Tips and Best Practices

• Regular Review: Check the Activity Timeline before any follow-up calls to refresh your memory on previous conversations
• Gap Analysis: Look for extended periods without communication to identify opportunities that may need attention
• Integration Setup: For maximum efficiency, integrate GTM Engine with your email, calendar, and call recording systems to automate activity capture
• Contact Selection: When manually adding activities, be sure to select all relevant contacts to ensure their engagement scores and interest levels are accurately updated
• Activity Context: Use the timeline to understand the sequence of events that led to changes in deal status or analysis
• Team Collaboration: Reference specific activities when discussing opportunities with team members to ensure everyone has the same context

Note on Integration Benefits

When your GTM Engine account is integrated with your sales call recording software, email, and calendar systems, interactions will automatically populate in the Activity Timeline. This automation powers all deal analysis and contact engagement metrics, and can even create contacts and opportunities in your CRM system, eliminating manual data entry and giving you back valuable selling time.

The Activity Timeline transforms how you track and analyze your sales interactions, giving you a complete picture of your opportunity engagement without the administrative burden of manual data entry. By automatically capturing and organizing your sales conversations, GTM Engine helps you focus on what matters most: building relationships and closing deals.