Introduction to Working with Leads & Enquiries
Leads are the details gathered about an individual or representatives of an organization. They play a very important role in an organization's Sales & Marketing department and are useful in identifying potential customers. Collecting leads and managing them are the initial stages in the sales process. Leads can be obtained through trade shows, seminars, advertisements, marketing campaigns, etc. Once the leads are collected, it is essential to manage them and follow them up until the leads qualify for prospective customers. The sales department's approach in managing leads can significantly impact the success of an organization.
The terminology related to lead/enquiry management may differ across industries, but the basic process remains the same. The Leads/Enquiry module in Zoho CRM helps you manage your leads. In this NFP Zoho CRM, lead details contain a combination of the company (account), the person (contact), and business opportunity (deal), depending on your CRM requirement - for managing Business to Business(B2B) like volunteers, Donors, Members etc or Business to Consumer (B2C) like sponsor, partners, suppliers etc.
d. Leads Process flow and conversion in Zoho CRM diagram
Every unqualified contact/account that you receive from different sources becomes a lead and probably a prospective customer.
Once a lead is generated, the Zoho CRM system automatically assigns the particular lead to a salesperson, provided the Lead Assignment Rules are defined.
The salesperson performs the validation (or background check) of the lead and analyzes the opportunities that are available. The leads are then filtered based on these opportunities.
If the opportunities are positive, the lead becomes a deal or a possible customer (Prospect).
The deals are either won or lost.
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