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

  1. Navigate to the Leads,

  2. click on the + Add button to open the form,

  3. 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.