Leads

The Leads page is accessible by clicking on the Leads section in the main navigation bar on the top of the screen.

A lead (may also be referred to as prospect) is an individual who might become a customer but currently is not. They are usually converted into accounts, contacts and opportunities.

There are three pages dedicated to leads:

Leads shows all of the leads in the system,
All New Leads shows only the leads that have the New status,
My Leads shows only the leads assigned to you.

The typical process of handling a lead after it is inserted in the system is for the assigned salesperson to follow up on the lead. This salesperson can contact, and further qualify the lead.

Adding a new lead

Navigate to the Leads,
click on the + Add button to open the form,
populate the data and press the Save button on the bottom right corner.

The rating field allows you to see which leads are qualified as good leads.
Try to retrieve as much relevant lead data as possible. It helps create interesting charts, such as leads per country or leads per industry.
Fill in the lead’s personal or company twitter profile. This allows you to see, directly in the lead record, a list of latest tweets from that profile.
You can create notes, events and tasks for a lead.

The conversion of a lead

A lead should be converted when there is a sales opportunity.

When a lead is converted, the generated contact is set as the primary contact for the account.

There are two options:

Converting the lead into an account when it shows some interest but it is not exactly clear what the sales opportunity is. This conversion creates an account and a contact for the lead. To use this conversion, navigate to Lead select a lead and click on the Convert this Lead into an Account button.
Converting the lead into an account and opportunity when it shows some interest and you already have enough information about the sales opportunity. This conversion creates an account, a contact and an opportunity for this lead. To use this conversion navigate to Lead select a lead and click on the Convert this Lead into an Account and Opportunity button.

Tips for determining the lead rating

If a lead shows commercial interest, such as a request for pricing, and the lead’s location matches the region your business targets, this lead could be considered a 5 star lead.

If a lead performs some additional interactions, such as going through a demo, they could be considered a 3 star lead.

If a lead contacts you, but it’s clear that there is no explicit business intention, it can be considered a 0 star or a 1 star lead.