Section 01 · Base Camp
01Welcome & How to Use This Guide
You just spent the Intensive learning how to climb the mountain. This guide shows you where that climb lives in your CRM — which screen you're on at each stage, which button does what, and how the tool quietly keeps you on the process. It assumes you know the method and are brand-new to the software. Every term is explained, nothing is taken for granted.
The mountain, the funnel, and the CRM are the same journey
You learned three ways of describing one climb. The Mountain is the picture — where you are on the ascent. The funnel is the operating reality — the stage a lead is actually in. The CRM is where that stage is recorded and enforced. They line up one-to-one:
| Mountain stage | Funnel stage (in the CRM) | What you're doing |
|---|---|---|
| Start the Climb | Suspect | A name that might be a fit — nothing confirmed yet. |
| Trailhead | Prospect | Fits the basic profile: right industry, size, location. |
| Trailhead | Qualified Prospect | You know the facts — decision maker, size, how they get IT. |
| Switchbacks → Summit Push | Qualified Opportunity | The FTA is booked; you're in discovery, proposal, and the close. |
| Plant the Flag | Closed Won | A signed client. Clean handoff to onboarding. |
Why this matters in the tool
The CRM won't let a lead jump ahead of the process. A Suspect can't become a Qualified Opportunity until the appointment is actually booked. That's not the software being fussy — it's the mountain, enforced. You'll see exactly how in Section 04, The Funnel & the Gates.
How this guide is organized
The guide follows your day, base to summit:
- Part 1 · Base Camp — get signed in, connected, and oriented.
- Part 2 · The Trailhead in the CRM — prospecting, qualifying, and booking the FTA.
- Part 3 · The Climb — the deal, email, calendar, and logging your work.
- Part 4 · Your Guide Check — your coaching page and the daily discipline.
- Part 5 · Field Guide — quick-reference cards and a plain-English glossary.
Conventions used in this guide
To keep things clear, a few visual cues repeat throughout:
- A button or field you click or fill in looks like this: Book FTA or the Disposition field.
- A path through menus looks like this: Settings → Integrations.
- Screenshots are numbered by section (Figure 7.1 is the first figure in Section 7).
You'll also see four kinds of callout boxes:
The method in the tool
Ties a screen back to something you learned in the Intensive.
Fox & Crow sets this up
Something handled for you — you don't configure it.
Good to know
A helpful detail or a common point of confusion.
Watch out
A place where it's easy to slip — slow down here.
Fox & Crow sets this up
Your account, your phone number, your team, and most of the behind-the-scenes configuration are handled by Fox & Crow before your first day. Where a setup step is genuinely yours (or your IT team's), the guide says so plainly. Everything else is already done.
The bottom line
Same climb, new map.
You already know the method. This guide is just the map of where it lives on screen. Read Part 1 before your first call; keep Part 5 open beside you once the calling starts.