Optimize Your Sales Lead Management Process for Enterprises

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Hello Everyone! Welcome to BizzInnovate. I am Neeraj.   Sales are very important  function of every organization.   Selling to existing customers is important.  It is also important to find new Customers.   In my previous video, I have mentioned that  sales and marketing work in a closed loop.   In marketing- we generate Leads and In  sales - we work on Leads and generate Revenue   So, What is Lead? Lead is a potential customer And the Objective of Sales  is converting - Lead to Revenue Our today's topic is about Lead  Management and we're going to cover   following topics in this video - How to create Lead,  How to Qualify lead, Duplicate Detection Rules.   Routing Rules, Predictive Score Models  and Who Knows Whom and in last Lead to opportunity sales process. So let's  start with our demonstration. Thank You. We are going to learn - How to  create new Leads, click on new easy to create a lead, second way is to go to activities if you have an email, there is an option  of converting email to lead Third way is, if you have a lot of leads in CSV  file- you can also import those leads into system Qualification Process of Leads Open the lead, you will see a button over  here - qualify, once you click qualify on lead  It generates three items- Contact,  Account and Opportunity by default based on the name -it create contact,   Based on the company name -it create account,   and based on the name of the topic - it  create opportunity, click on this one you can see now, we have opportunity  with this topic and this contact but sometime based on organization need, we  have to change this Behavior, so go to settings or to create records for newly  qualified leads - disable this now if you qualify this lead,  it will show you dialog box   like this, now it's your choice to create account  or not, similarly for the contact and opportunity   like in this case we says do not create contact only create opportunity Thank you. Now we are going to discuss - Duplicate Detection in leads   there are two ways to configure duplicate   detection in leads, one is via Power Platform you can enable or disable at organization level we can Define rules for leads, for example  this says- lead with the same email address   it means if two leads have same email  address, it will treat as duplicate lead we also have settings for the duplicate  detection in the sales hub, sales app settings here comes - duplicate detection so here using machine learning model AI work   on the duplicate Direction  based on the following rules it is highly recommended to use this option   for the sales Hub, instead of relying on the  Power Platform, let's play with this setting now now we're creating a second  lead with same email address okay as numerators is same it will identify  this as duplicate, so we have option to   ignore the lead or we can merge both the  leads, keeping the common data in between let's say we want to keep lead one and we  want to take company data of lead 2 to lead 1. merge records now we have lead one and data of  company copied from date lead 2 to lead one Now we are going to discuss Lead Assignment Rules   By default the person who create lead become  the owner of lead, for example in this lead this is Owner, but as per the requirement  of organization sometimes need to be   allocated to different sellers, for  this thing automation is possible sales inside settings, assignment rules here you can make new rule different options for segments or for All Leads specific people, specific teams we can Define Round Robin and Load Balancing are very famous  distribution techniques, In earlier days we used   to write code for this, but now it's inbuilt. So  you can try out yourself with various options   and enjoy the different kind of  assignment rules for the lead allocations. Now we are going to discuss -Predictive  Lead Scoring Models. Let's open this Lead you will see lead score over here so in Dynamics we have machine learning  models, which based on the historical data   of leads, can predict the lead score. Lead score  is between 1 to 100. so how this lead score comes   basically based on different attributes in lead  and the associated content or account is monitored   and the score is provided, for example in this case  it's saying - purchase time frame is this quarter  if you click over here yeah it's mentioned  over here, decision maker identified   yes annual revenue is above average so notice that based on different attribute values  it defines lead score, this box shows you only five   items, if you want to see more items which are the  reason behind the score, you can click on details if you want to know more about lead score you  can click on about it will show you how it works   A salesperson is good to have idea of this. Higher  this score - means there is higher probability of   winning this lead and currently into opportunities.  If admins are not very happy with the score, they   can modify the model but for that you have  to have knowledge of little bit of AI and   machine learning training and testing data. So  How an admin will configure the rules further ? Predictive Lead scoring more easy historical data- better is model  to train. So here admin can do settings   and can modify the model and publish  again for the Improvement in the model Sometimes this widget is not visible on  the lead form, so you can customize the   form and bring over here, this  is known as Lead Score Widget. Now We are going to discuss Who Knows Whom   when you work with lead, it is always good to  have some connect which can introduce to lead   so this box shows colleagues, who already  have done some communication with the lead information in this box is based on the   email and the meetings, that your  colleague have done with the lead earlier Now We are going to discuss Sales Process.  Every organization have lot of sellers, it   is good practice that all sellers follow the  same practice of nurturing the leads. In Dynamics   for leads, there's out of box sales process  known as Lead to Opportunity Sales Process   which have different items this sales process can be  used by different sellers   in most effective way, In case your organization  want to modify the sales process or want to apply   a new sales process, that is also possible. How? we  go to make powerapps.com ->go to default solution and find the process business process Lead to opportunity sales process we can modify this one, at the  same bracket I put my name you can see the modification. Ideally  it's a good practice to use out of   box lead to 3D sales process, but as per your  requirement you can do modification as well   for complete business process flow learning , we're going to create different video   So far, we have discussed everything  about Lead in this video. Thank You. To see more Demonstrations of this  kind Please Subscribe. Thank You.