Salesforce For Dummies, 8th Edition

Chapter 6

Tracking Leads

IN THIS CHAPTER

Defining important Lead terms

Importing Leads

Managing the Lead lifecycle

Keeping your Leads database up to date

Often, we hear frustrated salespeople say, “We could hit our numbers if we just had enough qualified Leads to fill our pipeline.” Leads are the building blocks by which many companies drive their sales.

Loosely defined, a Lead is a person or a company that may be interested in your services. Some organizations refer to them as visitors because they haven’t yet shared any information about themselves. Others call them prospects because a Lead has to be someone who has expressed interest in your service. Whatever your favorite terminology is, you can use Leads to efficiently follow up on sales inquiries, aggressively attack new markets, and vastly improve your sales pipeline.

In this chapter, you can discover all the basic tricks you need to convert Leads into revenue. You need to get your existing Leads into Salesforce and update them when you follow up with them. Also, we discuss how to convert a Lead into an actual Opportunity ...