Streamline Your Sales Lead Qualification for IT

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the ultimate goal of the lead is to determine the viability whether that's going to qualify this lead move it on to the next stage in the sales process which will typically create an opportunity and then we can work that opportunity through its lifecycle there will be times for whatever the reason that we are going to have to disqualify a lead maybe this particularly doesn't fit our target demographic and they wouldn't be the worth the time to spend on the lead from an organizational standpoint to work through it or maybe the customer you know they were once interested in our products and services how we're at this point in time maybe they look they lost interested in the particular project and they're no longer interested in those products or services we're providing the first thing we can do is we can actually disqualify the lead on the lead itself and there is actually a disqualify option and what we're gonna do is currently I'm in my my lead section here my open leads and we're gonna navigate into the Robin counts Lee the interested in our products lead that we were in from a previous session and like I mentioned there's a disqualify option here and if you look up top in this tool bar here there's the disqualifying when I click on that we can see the various options first one is did I lose this lead was a loss perhaps to a competitor was it a particular situation where I just can't reach the person you know they're just not able to contact the lead or maybe they're no longer interested like we said before they were interested in the products and services but at this time they're not for this particular situation I'm just gonna say I cannot contact them and we'll go ahead and select that and as soon as I disqualify this lead it will deactivate the lead and make it primarily read-only within the system and really the nice thing about it being inactive is it's still in the system for historical purposes or in situations where the customer comes back and they say hey you know what then we actually are interested in that product that you offer let's go ahead and start working on this together and in that particular case I could reactivate it okay so what I'm gonna do here is let's go back I'm gonna click on leads and we'll just confirm we're in my open leaves and you can see that the lead for Robin is no longer there though if it were a situation where I wanted to actually open that I would navigate to a different view which would show me the closed leads and there's the closed leads use and we'll go ahead and select that and what I should be able to do is locate that Robin counts lead and here it is Robin interested in our products and I can click on that and bring that lead in to view and when I open it there's an option here to reactivate the lead and you can see it here in the toolbar and once I reactivate this lead it's now going to open inside the system again and available for me to start working and you really decide what I want to do with it at this point in time right so now we can see has been reactivated okay status is new lead source web and you can see we have the disqualify button again now let's say it's a situation where you know the customer or the leader the prospect really does have interested in this product and at this point in time what I want to do is qualify this lead I've talked to the person met with stakeholders everything looks good let's go ahead and qualify this lead so what happens when you qualify it is that first it will create a new opportunity record inside the application for the lead so let's go ahead and qualify this will click the qualify button and note when this processing finishes that we will have created the opportunity record and the opportunity record will be what we are looking at okay so now we're actually looking at an opportunity record you can see it up here we're in an opportunity and that's been created based on that qualified lead now if I go ahead and click back here and qualify it will actually return me to that lead record that we right initially created you can see lead ok brings me back to that lead record that we initially created if I wanted to work with that and take a look back at the lead record right so it allows me everything to see that see everything that was related to that initial opportunity based upon that lead now I go back to the developed phase I'm back working with the opportunity the other thing that happened is because Robin was a new customer that did not have an account or a contact record inside the application the tool also went and created a new account for Robins company all right so we can see that the new account company was created for consolidated messenger and that's gonna be within the system so I go ahead and click on that we'll go ahead and see that there's actually a new account and the account is called consolidated messenger that's the name of the company and there's their web site address here okay and the other thing one more thing that's gonna be created as a part of this whole process here is we have a new contact record that was created for Robin as well right and we can go ahead and bring that up here and look at the contact record and we can see that here is a contact record for Robin right so there's Robin counts we have our job title it connects it to the company she's attached to email address and other metadata that I may have had at the time when this lead came in now this is the advantage of her writing as much information that you can inside the lead when you first create it and as you are you know coming up with the information to determine whether you're going to qualify that lead now not only will it create the opportunity record but it creates the supporting records and it populates those supporting records with all the information that was gathered for that lead when it was first created now it would be a matter of me updating the relative information based upon the opportunity and then I could start walking working this opportunity through its life cycle as well through develop propose and ultimately close you