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hi this is James II - welcome to our latest tutorial on our series today's tutorial covers the sales process and the use of leads and opportunities within your sales process so let's look at the CRM first thing to consider is your list of leads elite is an early-stage inquiry from a person or from an organization leads are held within the sales or the marketing areas of CRM for our demonstration today we are going to go through the sales tile click on leads and we have a list of all leads shown on our system the leads can be created in many ways they can be created automatically through the upload of CSV files they can be done through Web Services or they can be added manually if you are creating it manually it can be done either through the new icon in your toolbar or from any area of CRM it can quickly be created through quickly button at the top of the screen click on that and I'm going to choose to create a lead how brings up my quick lead form here I'll enter a topic give up what your amount give up purchased timeframe none of this is necessary I never setup we wait to record this let's take some information for our customer and I'm going to save and what this is done is as we can see on the screen that lead called James C tube is created successfully I can see in my list of leads and if I want to view the record I can double click on it open here and we can see all the details of the lead that I created within CRM potential customers are divided into two separate entities you have leads or people you would like to do business with and you also have the concept of an opportunity an opportunity as elite which has progressed a further stage a thermal lead FUO and our setup anyone who's expressed an interest automatically becomes an opportunity converting your leads to opportunities is very simple within CRM it can be done with the click of one button in the toolbar and it's done by clicking the qualify button which I'll do now and what CRM will do is it will ask the user if this relates to any existing accounts or any contacts now in this situation I happen to know that c2 software is already an account within our system so I'm going to select it from the wick up icon here there it is so select that and if I go to contact I know that James C to you is a brand a new record so what I could do is select the records found from this area but there are none to find so what I can do is click continue and CRM will automatically create a contact record for James c2 and we can see this on the opportunity record which has just been created as we can see there is never a clickable link for contact that would take me to James see to use contact record it's been related to c2 software which is also clickable and will take me to their record as well so you can distinguish different inquiry stages through the use of leads and opportunities elite as an early stage inquiry from a person or organization where as an opportunity as a query which has progressed further the nest once a potential customer becomes an opportunity it's again it's very simple to convert that to an existing customer and that's done to the use of the clause as one icon F however what had happened was the sales team had not managed to gain a sale in this situation I'm going to reopen the opportunity rather the marking as close as one if it closed opportunity is lost they can lock the reason for it as with all things in CRM is fill the configurable you can add as many status reasons as you like to suit your setup I'm going to say it missus the case we were out sold if we wanted to log it against the particular competitor we could do so okay and again that causes opportunity as lost it was to read-only so it cannot be updated and that explains the use of leads and opportunities within CRM it is important to note that for the purposes of this demonstration I haven't actually followed the full business process flow which is used for the sales process within CRM what it should happen as elite comes in and it's qualified which then makes an opportunity you then develop the opportunity you make a proposal to the customer and then you close the sale but for the purposes of this demo I quickly went in and closed it early it's important to understand that there can be several opportunities relating to a particular contact or a particular account if for example an organization has several inquiries open simultaneously their needs would all be logged as opportunities against that account so to demonstrate that I'm going to go to the c2 software account from this opportunity so click on it the record opens and we can see that there are several recent opportunities which are all open for this account and that shows the power of CRM and the sales process within it an important thing to consider is the fact that you can also use workflows and dialogues and business process flows to meet your sales process specific to your needs to me as complicated or as simple as you like if you'd be interested in watching any of our other videos which cover what closed dialogues and business process flaws simply click on one of the links at the end of this video or you can find them on our YouTube channel if you enjoyed this video please follow us on Twitter like the video or subscribe to our YouTube channel and if you'd be interested in a free trial of CRM please don't hesitate to click on the link or get in touch thank you