Audience: Customer
Module: CRM
Time to complete: 10 minutes
Applies to: All plans
Quick answer
Leads should be captured, qualified, and followed up consistently to maximize conversion.
Step-by-step
1. Capture leads, leads can come from:
o Marketing campaigns
o Website enquiries
o Manual entry
2. Qualify leads assess whether the lead:
o Fits your target customer profile
o Has a real need
o Has buying potential
3. Assign ownership every lead must have an owner responsible for follow-up.
4. Move qualified leads into the pipeline once qualified, convert leads into opportunities.
Common mistakes
• Letting leads sit uncontacted
• Treating all leads the same
Best practice
Speed and consistency win more deals than persuasion alone.
Related articles
• How do I manage opportunities and sales pipelines?
• How does CRM connect to Marketing?