Streamline Your Lead Pipeline Management in IT Architecture Documentation

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[Music] in today's session we are going to talk about leads contacts account and deals we are going to talk about when to convert a lead to the three modules what happens when it's a b2b or b2c which is business to business or business to consumer that do not have a company when to convert and how to convert an existing client we're going to talk about all that because this is a topic that i can see that lots and lots of people are confused about and it needs some kind of clarification on the screen you can see that i created two models model number one it's a b2c a client that goes to a business but is not a company and the second one that is a company that goes to a company okay so b2c and b2b whenever the consumer is coming as a new lead and coming as a new lead means that this person that came in never add any interaction with your company it's the first time that you ever see him then he will become a lead in your system whenever you think that this person can have some kind of an opportunity with your company and that again i have a different video that's talking about this specific point but whenever you think that this person is serious then you're converting to a contact and a deal okay there is no account involved because is individual the second part will be when a company wants to work with your company whenever you think that they are serious and you think that there will be a deal the lead will be converted to a contact which means a person account which is his company and a deal which you are going to work on the deal and try to convert it into a closed one if we going to the second model you can see that when you have an existing person that work with you there is no need to go back to the leads you can just click on the client in the contacts module and then you can create him a new deal okay that's it you do not need to go backward to a lead now if your existing client started the process as a new lead again just converting from a lead to a contact and the system will already offer you to add this lead to an existing contact you do not need to create a new contact for him whenever you will have a b2b it will be exactly the same scenario because this person this contact already assigned to an existing account so there is no need to create a new account in a new contact and start the process from a lead you just need to work from a contact and go up the next thing that i want to talk about is where to store data there is also a big confusion between leads contacts accounts and deals the the main problem is that people create the same fields in the leads in the contacts in the accounts and they just try to copy information from one to another so i hope that this video will make some sense in the leads you will have the basic information that you should collect in order to qualify if this person is real i am not talking to qualify if this what type of services he needs and go deep into the process delete supposed to a first name last name phone number email service type or a product type really in the high level you're not supposed to dig too much you just want to make sure that you have some kind of an opportunity in front of you if there is an opportunity convert to a deal and in the deal cycle you should get all the information but not in the lead the lid's supposed to be bare bones very basic module the contacts the contact will have the person information the contact is a person the features of leor it's my phone number my email my certificates my my personal address not company my personal address those are the fields related to lior my picture maybe maybe where i came from delete source but you do not need to have deal related information in the contacts you should have only the person information that's it next we left the account the account will be the company the company that leon works at so my company is amazing business results so amazing business results will be the company leor will be the contact and in the account the company you will have company related information maybe the company number maybe the company year end it all depends on what you need right company address company phone number main contact for the company but that's it you do not need to have deal related information in the account and the last one will be the deals the deals will have all the information that you need related the deal everything so you push everything there now if you keep distracted that i just told you first of all your leads will be empty you will not have more data and no need to copy information from lead to contact in the contact you will have only people accounts only companies deals deal related information and now you have a beautiful system easy to manage and you do not need to cross copy and move information between modules now the last thing that i want to tell you people like leor supposed to be only in leads or contacts you do not need to have any additional modules that include people only contacts and leads and the way to segment your contacts will be contact type the contact type would be a vendor client referral investor whatever you want and those will be in the contacts so you have one module with all the contacts in your system simple right if you like this session thumbs up is always appreciated it's a big topic that everybody complains about so i hope i was able to give you some value here thank you very much we'll see you in the next session