Optimize Your Crm Lead Qualification Process for Public Relations with airSlate SignNow

How to create outlook signature

hello everyone welcome to yet another two minute tuesday today i want to talk about lead qualification and the process you know the way we can improve the process a little bit now i've covered this topic in the past if you look at tip number 153 i talked about how you can bring back the classic experience when qualifying leads as you know in today's experience when you qualify a lead it just automatically creates an opportunity but you may not want that you may not want to create an opportunity you want to decide which records to create so i cover that in tip number 153 another way to improve lead creation and lead qualification is to leverage duplicate detection and if you look at all the way back to tip number three the third tip we ever shared in this channel i talked about how you can do duplicate detection across entities so for example if you're creating a lead that already matches a contact in the system then you know you might not want to create that lead because there's already someone in the system you know with that information that email address for example in the case of contact or maybe that website in the case of an account now we covered recently the new enhanced duplicate and merge duplicate detection and merge experience within dynamics 365. and i want to show you how the lead qualification process and lead creation process changes based on the new experience so i'm going to navigate to leads and i'm going to create a new lead in the system now if i go back to data management i'm just going to show you this really quick right here before i start the countdown i created two across the across entity uh duplicate detection rule one is leads and accounts with the same website and the other one is leads and contacts with the same email address those lists are those sorry those rules are already in the system they are again lead to account and lead to contact and they are published as you can see in there so those are in play now none of the out of the box duplicate detection rules go across entities they're all same you know entity they check within the same entity so because of that i think it's important to create them and that's why it was you know tip number three uh all the way back to the beginning so now i'm gonna go ahead and create uh leading here i'm just gonna say i'm interested whatever and then we're gonna go again with a mccormick which we used before let's go ahead and enter the website here for fabric camera robotics as well and now when i click on save notice that i get a notification now the reason why i'm showing you this is because i believe the system or the way the enhancement works when you're qualifying a lead is much better than when you're creating a lead and i wish microsoft would change this it would change the way you know it works uh essentially behind the scenes because here's what happens so right now is reading my record the one that i'm creating in the system abraham mccormick and he's telling me that there was a hit on an account which is fabricam robotics which is true i entered the same website now look i have to click an account and notice that there's also a hit on another contact so if i go to the contact now it says look there's an abraham mccormick already in the system so if i didn't want to create this lead for example i can cancel but if i wanted to create the lead but for example keep the account then i need to go back to account i need to select the account and notice that there's really no way to do that and if i go to contact well my account selection is already gone i it doesn't keep it so this experience i'm not really a big fan of but i do love the experience within the qualification which is what i want to show you today so let's start the countdown and let's go so i need to create a lead that essentially matches an existing contact in an existing account in dynamics 365. so i'm going to go ahead and click ignore and save i'm going to ignore the fact that there's already a contact out there and already an account out there that match the information that i entered so now i'm going to go ahead and qualify this lead so i call abe mccormick and i talk to him and he's excited yeah let's do it so i'm going to qualify now look what happens this is the new experience so now it says look i found a matching account and i found a matching contact now here is the whole point of this tip if you select a record and hit continue a opportunity or an opportunity in whatever you didn't select will be created so if i decide to continue with this it will create abraham mccormick as a duplicate and it will create an opportunity as well but it will not create fabricam robotics if i do it the opposite way this way it will create a duplicate account called fabrikam robotics it will not create a contact record and it will create an opportunity and of course because i found duplicates i can select them both and click continue which would only create an opportunity so if you select the two records and click continue it only creates an opportunity it doesn't create these records in the system so in a way i think that if you're doing this if you're going to take advantage of the qualification enhancement that the new duplicate detection and merging experience provides you it might make sense to turn off those cross entity checkups because you know you're gonna get that first pop-up that i told you i don't really like it shows you like there's an account hit but you have to know where to go to see the contact and you can't really merge them it's a mess when you're creating that so the purpose of this tip is again if you're already using those cross entities that we talked about in tip number three but you want to take advantage of this functionality to prevent the creation of duplicates i think you should turn those off you should go back and unpublish those rules let people enter leads in the system but then when you qualify them they will get this pop-up which is a much more enhanced version of this functionality and you can go ahead and avoid creating duplicates in the process now just to finish and i know i'm over time at this point but i want to cover this information one of the questions that i get sometimes is look if i enter a bunch of activities and notes and stuff like that and now i'm deciding not to create those records well where my activities and notes go once i decide to move you know here and click continue well any activities and notes and anything you have in the system will now be part of the resulting opportunity so here you can see how it's moving me into an opportunity if i enter any uh notes in the system for that lead if i enter any activities like emails phone calls whatever they will all move into the opportunity you will not lose record of that so i hope you enjoyed the tip this week and by the way notice that is connected to abraham mccormick confirming that it didn't create abe mccormick but once again i hope you enjoyed the tip this week and we'll see you next week