CRM 10

Tips for Managing Leads in CRM 10

Learn how to manage your leads in OnContact CRM 10.

Welcome to OnContact CRM training. In this video, we will learn about lead management in CRM 10.

A lead is an individual or an organization that has shown interest in your business. These are gathered from a variety of sources including website visits, web forms, importing a list or manually added. Leads are tracked and managed in the marketing area in CRM 10.

So let’s start by manually adding a new lead –

• Navigate to the marketing area, expand the new area and then click new lead.
• Fill in as much information about the lead as you know and then click Save and open.

At first there probably won’t be much usable information here. This will change overtime as ongoing interactions with the leads are tracked in CRM 10. To view these interactions, click the more button and then click events. Events are actions done by the leads such as website visits and submitted webform and others. Events can also be triggered by user updates to lead information such as adding an address or changing lead status for example. Events directly affect the lead score, which is a rating system which determines the strength of the lead, so proper attention can be given to quality leads.

For example, filling out a webform is an event that would increase the lead score where opting out of an email campaign would decrease the lead score. Notes are used to record users thoughts, interactions and suggestions about the lead. While notes do not affect the lead score, they are important in determining the best approach to converting the lead to a customer or dropping a weak lead. The visits tab also found in the more area shows details about the leads visits to your website. Visits are events that can be configured to affect the lead score and we will cover this in a future video.

Use the lead search in the marketing area to find and open leads, like any other search and CRM 10 manually choose your criteria or use a filter to locate the lead or leads.

• Once you retrieved, click a lead to open a drawer to take a quick look or use the open button to see more about the lead in its main screen.
• Leads can also be deleted on the search screen. To do this, check the checkbox next to the lead or leads you like to remove and then click delete.

If you’d rather preserve all lead records, yet still distinguish weak from strong leads. Open the lead and set the status to something like bad data or inactive. When the lead is considered strong enough to move it further into the sales process, convert it into either a contact or a company. To do this –

• Open  the lead in its main screen, click on the menu button on the upper right and then choose either create contact or create company.
• The converted lead will now be available in the workspace area as a contact or company.

This concludes our CRM 10 lead management video. We will discuss the administration part of leads such as web forms, website tracking and event setup in future videos. Feel free to contact us with questions or suggestions.