Lead Management

Module Overview

• Learn the roles of Lead and Opportunity records

• Examine the Lead to Opportunity process flow
• Understand lead record management
• Learn how to convert activities to leads
The Role of Leads and Opportunities

• What is a lead?
• When can leads be used?
• What is an opportunity?
• How can leads and
opportunities be used as Determine

part of a sales process?

Viability

Move into Sales

Process
Demonstration: Create a Lead
Lead to Opportunity Process Flow

Disqualified
Lead
No

Lead Qualified?
Conversion

Qualified
Yes Lead

Opportunity Contact Account

Demonstration: Lead to Opportunity Process Form and Ribbon
Disqualifying and Reactivating Leads

• If the lead is disqualified, the details of the lead remain in the

system
• That way if you make a mistake or they change their mind, the lead can
be reactivated and qualified later
• A lead can be deleted, but is not recommended
• If the lead is deleted, ALL related information is lost
• The purpose of a lead is to either be identified as not viable
or as a potential customer and sales.
Demonstration: Disqualify and Reactivate a Lead
Tracking and Converting Leads

• Ability to track communications and interactions (activities)

• After viability is determined, the status of the lead is updated
• Leads that show an interest in buying are qualified
• Become opportunities
• Leads that show no interest are disqualified
• Still retained in the database for reporting purposes
Demonstration: Convert Emails to Leads
Module Review

• Learn the roles of Lead and Opportunity records

• Examine the Lead to Opportunity process flow
• Define lead record management
• Learn how to convert activities to leads
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