Leads, Contacts and Opportunities are the three most important objects in the Sell. Advancing the lead to the contact stage and then to the Sell opportunity tracks a prospect's progression and qualification from initial conversation to becoming a customer (see Sell Terminology).
You can access your leads, contacts and opportunities from the left sidebar in Sell.
This article covers the following topics:
What is a lead?
What is a contact?
What is an opportunity?
Related article
Sell terminology
What is a lead?
A lead is a person or company that has never worked with your organization. Use the leads page to store important information about the people or companies you are approaching to understand if there is a possibility of closing the deal. In a normal sales process, you would create a lead in Sell after being qualified by Marketing (MQL) but before being qualified by Sales (SQL).
You can create a lead in several ways in Sell, for example automatically from a web form or integration, from a bulk import or manually. See Importing leads from different sources into Sell.
After your team qualifies the lead, it can be converted to a contact (and then an opportunity). Lead conversion is a one-way process, meaning when a lead becomes a contact, there should be no need to reverse the action. Converting a lead to a contact is the best method of keeping unqualified leads out of your sales pipeline.
How to view all your leads
Click on the Leads () icon.
What is a contact?
In Sell, a contact is a person or company who is qualified or with whom you have done business in the past. Generally, a lead is qualified for contact when they have demonstrated, in some way, that they are ideal for a business transaction and are interested in becoming a customer.
How to view all your contacts
Click on the Contacts () icon.
What is an opportunity?
An opportunity is an identified sales opportunity that you are managing throughout your sales pipeline. The sales pipeline represents the major milestones in your sales process that every opportunity must pass. It helps your sales team stay organized as it allows you to understand each step of the opportunity and manage the progress of your sales and sales team.
As the opportunity progresses through the pipeline, it starts at the first stage, moving from left to right, through all defined stages, until it reaches one of three final stages: Won, Lost, or Disqualified.
How to view all your opportunities
Click on the Opportunities () icon
Note: You can add, rename, or remove Sell opportunity stages to match your company's sales process (see Customizing Opportunity Pipeline Stages).
Comments
0 comments
Please sign in to leave a comment.