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Microsoft Dynamics CRM 2013 Marketing Automation by Sandeep Chanda, Alok Singh

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Understanding lead funnel

Present day businesses understand the importance of target marketing and have started moving away from mass marketing. Target marketing requires an effective lead management strategy that can help move the leads through different phases and nurture them until they are ready to buy. Once the leads are qualified and ready to interact with the sales, leads move to the sales process by the creation of an opportunity that eventually results in a customer if the opportunity is won.

CRM not only provides effective lead management, but also uses its powerful data visualization to render a lead funnel that provides visibility into the progression of a lead in the system from generation to customer creation, along with potential ...

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