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in this video i'll go over the interactions of the salesperson or account executive with the lead record itself and working with a lead through the qualification process this could mean whether there is an interest of the organization's products and services or it could just be researching about the company and getting additional information from the internet and the social media this will help us determine if the lead is viable or not within the lead there are several key points that will help with the qualification process the first one is the business process flow that we can be seen at the top of the forms tabs from the perspective of the business process flow it will start with a lead in the qualify stage and then move to an opportunity and possibly to quotes orders and invoices in the develop propose and the closed phases in the qualified stage of the business process flow we can determine if the lead is associated with an existing account or contact usually leads will be in interaction with a new business so the existing account and contact will be empty or not populated as this will not be someone that the company has worked with previously within the main tab we also find our timeline the timeline displays information about any activities or items that are related to the customer as an example we could create a phone call activity with this customer we would enter in the subject that this is an initial phone call and we would specify that this is an outgoing phone call and in the description we can enter that this is a kick-off call with the customer to discuss the company's products and services and specify the duration and the due date once i save this interaction with the customer it will post it to the timeline this will allow the user to see from a single unified location any interactions that are related to this individual lead the timeline also provides the ability to interact with other people with the organization we can go again to the timeline menu and add a post and possibly ask if anybody in the organization knows anything about this company this will allow anyone who has access to the record to see this post and possibly provide some additional information about it let's consider after the initial conversation with the customers we're able to determine some additional qualification information for the lead such as the purchase time frame which we'll set to this quarter the estimated budget will set to 50 000 and the purchase process which will set this to a committee now let's go create one more activity of type appointment we will specify the purpose of the appointment is a stakeholder meal meeting we will put the location as the client office we'll set the start time to tomorrow morning we'll set the duration to a one as a one hour meeting we can also set the description here and specify that this is a sales meeting with a stakeholder committee now let's go ahead and save this meeting after the meeting is saved i'll go ahead and navigate to the sales insight forms in the sales instead form you will see that there is an assistance section with a new meeting there if i click on the meeting i'll see who the meeting is with i have the ability to open the meeting or the appointment or email the attendees of the meeting with an agenda or some other information about the upcoming meeting all of these interactions help us with the qualification process prior to us making the determination whether the lead should be qualified or disqualified