Leads
The Lead Document captures details about sales inquiries from prospective or existing Customers.
See Leads ⛭
Common actions
A common set of actions are present on most Salesorder Documents.
See Common Actions.
Lead journey
Leads travel through the Sales Funnel. Sales funnels typically have four stages:
Attention
The Lead hears or knows about you.
Engagement
The Lead makes contact and asks questions.
Investment
The Lead invests quality time to explore your offer. If you qualify the Lead. The Lead becomes a Prospect.
Conversion
The Prospect becomes a Customer.
The purpose of the Lead ‘master’ is to capture sufficient first contact information to enable salespeople to reach out to the contact to discover the customer’s ‘problem’, qualify the sales opportunity, and if appropriate convert the Lead to a Prospect.
Create Leads on Prospects and Customers
A Lead can be created as a stand-alone or belonging to an existing Customer.
New Leads can emerge at any stage after the original Lead was captured. You can create Leads from the Prospect and Customer masters.
Alternatively, you can assign a Lead to a Prospect or Customer by selecting a ‘trading partner’ from the select action in the Company field on the Lead master.
Fields
Company
The company name. Either enter a new company or find an existing one using the search icon.
Description
Brief description of the lead.
Status
Configurable, see Leads ⛭. Use the Lead status to track the journey of the Lead.
Rating
Configurable, see Leads ⛭. Use the Lead rating to track the value of the Lead.
Rating Score
A numerical score related to the Rating to formalize categorization of leads.
Three-digit value, where for example 10 = cold, 50 = warm & 100 = hot (very interested).
Owner
Drop down field where the worker can be selected.
The owner of a lead is usually the Worker who created the Lead Document.
The ownership can be re-assigned at any time.
The drop down Owner field is a list of Workers that has login permission.
Date Received
The date the Lead was received.
Source
A text field which indicates where the Lead originated. For example, Word of mouth, Conference, Newspaper etc.
Campaign
A text field which indicates the marketing campaign associated with this Lead.
For example ‘Black Friday’, to indicate the campaign name.
Capture Leads from your website
You can connect external web pages to the Lead master to capture and create new Leads. See ‘Web to Lead’.
Import Leads
You can import Leads. Go to, Setup>Import Data>Leads.
Configure Lead Status
Lead>Configure
You can configure Lead ratings i.e. qualified, quote sent, quote approved, follow up etc.
Configure Lead Rating
Lead>Configure
You can set a rating on the Lead to signify the priority.
Assign Leads
You can assign Leads. See ‘Owners’.
Email Interactions
Send and receive emails from Outlook, Google, and other mail systems. Email is automatically filtered at the Customer contact level, so you only see and can send emails related to the Customer and its contacts. See ‘Email’.
Conversations
Notes are tabs with free text areas on every Document including the Customer master. Notes are saved with the author (owner) and time/date stamp.
Event Tracking
See ‘Memos’.
Task Tracking
See ‘Memos'.
Find Leads
The Find Action on the Leads Lists lets you find:
All my Leads
My open Leads
My Qualified Leads
All Unassigned Leads
All Open Leads
All Qualified Leads
Where ‘My’ means you are the Owner. See ‘Owners’.
Convert Leads
You can convert Lead to a Prospect or straight to a Customer.
Lead>Actions
Delete Lead when converted
The default configuration is automatically delete the original Lead when it is converted to a Prospect or a Customer. To prevent this, go to Lead>Configure 'Delete lead when Customer/Prospect created'. - the original Lead will be preserved for future reference.
Attachments and Linking
You can upload and attach documents your Leads
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