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Implementing SugarCRM 5.x by Michael Whitehead, Angel Magaña

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The sales pipeline: Leads and opportunities

Now that you have practiced putting accounts and contacts into the system and linked contacts to accounts, let us go on to learn about a few more data types your CRM system can organize for you.

Most modern CRM systems are designed to incorporate the concept of leads and opportunities as independent data entities. They are kept as separate items of information, even though they may sound very similar to each other. The generally accepted distinction between them is that a lead is information pertaining to an individual that has come to you in such a way where you cannot be certain that they are interested in your products and services. They need to be qualified. On the other hand, an opportunity is what ...

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