Streamline your lead management cycle for enterprises

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now after a lead is entered into the system it will be assigned to the most appropriate sales or account manager based on where it came from or the territory where it's located in the majority of what a sales rep or an account rep is gonna do from a lead standpoint is work that lead through the qualification process using activities activities can be phone calls or in-person meetings that salesperson will determine if there is interest on the end of the lead and the products or services the organization provides or perhaps the rep could be doing specific research about the lead may be using tools like the internet or social media LinkedIn to help determine the viability of the lead from an organizational standpoint to answer your questions such as who are the stakeholders who have interest in the project who other potential competitors who are also speaking or maybe speaking with the lead and also to find out about the organization a little bit what's the annual revenue what's the organization's position in the industry now when I click on the lead entity the initial view that I'm gonna be presented with is gonna be the my open leaves view and that's gonna show me just the leaves that are assigned to me Microsoft Dynamics provides multiple views that show lead data and each one is pre filter to show lead data in a different way and you can see the different views here and there's an all leads view that will show all leads owned by different owners and different statuses a campaign leads leaves associated to specific campaign leads open last week or this week so there's gonna be a number of different views to help you focus on and to find specifically what it is you're looking for now I'm going to go ahead and we'll look at this lead with Robin counts here and she's interested in our products now as I am in a lead there are several key things that can be used to help work through that qualification process and the first thing is the business process flow you see up here from a business perspective it will start with a lead and then move into things like opportunities quotes orders and invoices and as I am in the lead area I can determine additional information that would help me work through if the lead is associated with an existing customer now typically depending on the organization elite is probably going to be new business somebody you never work with in the past however there are some organizations that use leads associated with existing customers and so I would have the capability to associate this lead with either an existing contact or an existing account the other thing I have done here is the timeline these are activities or items that are related to this individual lead for example if I want to call this customer I might track that information inside the timeline as an activity I can create a phone call activity and we'll go ahead and create this and we'll call it initial phone call it's going to be outgoing to Robin and it's going to be a half-hour and duration and I'm going to specify that it's due tomorrow and we'll go ahead and make that for 10 o'clock in the morning and I am going to go ahead and save this and as I do that item will go ahead and post onto my timeline and then I can see for one unified spot anything that may taking place for this or related to this individual lead now this not only helps me see things like appointments or phone calls that may happen but it also allows me to interact with other people inside my organization now I may not know much about Robin but somebody inside my organization may and I can check with other people and we can go ahead and type that in and will as a post and now anybody who is inside my organization that we'd be looking at these posts can respond back to this so this gives you a direct line of communication inside your organization based on things or experiences that other people might have now let's say I did reach out to Robin I talked about the phone call and I was working with Robin and as I did I could identify specific situations I know that the purchased time frame is going to be this quarter I know that their estimated budget is $50,000 and I also know that the decision process is going to be one that requires a committee and I'll go ahead and enter those data points in and now they're saved so this helps me as the person that is working through this lead to make sure that I am not missing anything and that I am capturing all the relevant information that would be required as part of this scenario now I'm going to add one more quick activity here we will go ahead and add an appointment and I will say that this is a stakeholder meeting and we're going to leave it for 4:00 p.m. that's just just just this afternoon for today and we'll leave it as 30 minutes and what I'm gonna do is I'm just go ahead and we'll save this and I'm gonna get an item here in the relationship assistant notifying me and reminding me of anything that is relevant or important in regard to this lead so now this tells me hey don't forget you have a stakeholder meeting today for this particular lead I could open this item click on open appointment and this will give me detailed information about that specific appointment that we have saved here the other thing I could do is I could click here on email attendees and I can generate an email to reach out to the attendees maybe I can send them an agenda or make sure that everything's still on port so this gives us everything we need to manage the entire process of working this lead through the qualification process before we ultimately qualify or disqualify this lis in the application