A lead is an opportunity for a sale. For B2B companies, it’s when one or more employees provides you company contact information. For B2C companies, it’s when an individual provides you personal contact information.
Leads are at the top of your sales funnel. To become an opportunity, a lead demonstrates through conversations with your company that they are preparing to make a purchase, that they’re interested in what you sell and their pain points can be solved by your solution.
In a CRM, you can enter your lead’s information in several ways. You can:
a) The Customers or Prospects before starting any sales activity is entered in the CRM as “LEADS”
b) To enter a New Lead through Web Interface
Leads > Create Lead
c) Fill the details of the Lead in the form and Save. Name is mandatory
A sales process is the systematic approach to how you sell to your leads and potential customers. It spells out the series of steps for your sales team to follow with every opportunity in order to close more deals, build better relationships and increase sales. A solid sales process keeps your target buyers in mind and helps your sales team keep the potential sale on track.
It’s important to have a defined sales process before migrating to CRM. That’s because modern customer relationship management software is designed to support your sales process by building out the steps to follow in the software. CRM also helps you spot the weaker areas in your sales process with real-time data so that you can change how you sell to your customers faster.