Microsoft Dynamics CRM 2011 Unleashed

Lead and Opportunity Management

A typical sales process involves creating leads (potential customers), converting leads to opportunities (sales opportunities), and, finally, making a sale.

As anyone in the business world knows, leads have a delicate nature and a finite life span. We want to encourage their growth and conversion, while not taking them for granted. Thus, we want to be able to tailor marketing material specifically to the leads or prospective customers and, at the same time, be sure they don’t receive either information that they aren’t entitled to or products that they aren’t interested in.

For this reason, we generally don’t want to mix leads and opportunities with other customers. We do, however, want to establish them within ...