We are a job shop metal manufacturer that deals mostly in; identifying > qualifying Leads > receiving RFQ's > Follow Up RFQ's > Win or Loss of RFQ.   There isn't much room for negotiation.   I'd like to find out how to edit the chart for both marketing AND sales so that our sales & marketing team can see how much Unrealized Opportunity (not yet realized as RFQ's - but like estimated annual metal spend) exist from our marketing efforts and then how those opportunities travel through a sales funnel tailored to our unique needs.   

How did Zoho anticipate this funnel to work when they developed the tool?   How can this be adapted and how must I structure accounts and leads to properly fit the funnel model I am speaking of above? 

Many thanks!