A lead is a potential customer who is insterested in your product or service. . They leave their contact information by creating a request, ordering a call or specifying their email on the feedback form. The leads can be qualified after the receiving additional information from the potential customer. A qualified lead creates an opportunity.
Leads can be added automatically using the REST API (for example, when the potential customers fill in the form on the site or send an email), or you can create them manually via the agent interface.
Role required: crm_marketeer, crm_admin, crm_sales, crm_manager.
To create a lead, complete the steps below:
- Navigate to CRM → Sales → Leads.
- Click New and fill in the fields.
- Click Save or Save and exit to apply the changes.
Lead form fields
| Field | Mandatory | Description |
|---|---|---|
| Name | Y | Add the title of the lead. |
| Lead source | Y | Specify the lead source. Available options:
|
| Lead company name | N | The title of the interested company. The user who created a ticket fills in the field. |
| Company name | Y | Specify the title of the company that showed interest. The employee who processes a request fills in the field. The field is only available if the Existing company field is empty. |
| Company website | Y | Specify the URL to the website of the company that showed interest. The field is only available if the Existing company field is empty. |
| Company TIN | Y | Specify the company's TIN. The value must contain 9, 10 or 12 digits. |
| New company | N | Select the checkbox if the lead is added for the company that is not added to the system. |
| Existing company | Y | Select the company for which the lead is added. The field is filled in by the employee processing the request. The field is only available if the checkbox New company is not selected. |
| Campaign | N | Specify the marketing campaign that attracted the lead. |
| Selling direction | Y | Specify the selling direction to which the lead is related. |
| Service or product | N | Specify the service or product that interested the lead. |
| New contact | N | Select the checkbox if the lead came from a contact that is not added to the list. |
| First name | Y | Specify the first name of the contact. The field is only available if the New contact checkbox is selected. |
| Last name | Y | Specify the last name of the contact. The field is only available if the New contact checkbox is selected. |
| Middle name | N | Specify the middle name of the contact. The field is only available if the New contact checkbox is selected. |
| Contact phone | N | Specify the phone number of the contact. The field is only available if the New contact checkbox is selected. |
| Contact email | N | Specify the email of the contact. The field is only available if the New contact checkbox is selected. |
| Existing contact | Y | Specify the existing contact that the lead is related to. The field is only available if the New contact checkbox is cleared. |
| Description | N | Add a description of customer's demands. |
| Owner | N | Specify the employee responsible for the lead. |
| City | N | Specify the city where the lead company is located. |
| Content distribution channel | N | Specify the content distribution channel the lead came from. |
| Lead Qualification tab | ||
| Goal | N | Specify what problem is going to be solved within the request, and what is wrong with the current situation. |
| Implementation options | N | Specify other implementation options considered by the potential customer. |
| Budget is set | N | Select the checkbox if the customer's budget is set. |
| Estimated amount | N | Specify the estimated amount of the customer's budget. |
| Budget | N | Specify the exact amount of the customer's budget if it is set. |
| Procurement procedure | N | Specify the procurement procedure used by the potential customer. Available options:
|
| Decision level | N | Select who will make the decision on the lead. Available options:
|
| Terms | N | Specify the time period within which the potential customer expects to receive the solution to their query. Available options:
|
| Estimated close date | N | Specify the expected closing date of the deal. If you selected one of the options in the Terms field, the Estimated close date field is filled in automatically. |
| Terms (comments) | N | Add comments about the terms. |
| Contact person level | N | Specify the level of the contact person in the potential customer company hierarchy. Available options:
|
| Decision maker | N | Specify the person that makes decisions in the potential customer company. |
| Influence on decision making | N | Add a detailed description of the decision maker's and other contacts' influence level on the outcome of the lead. |
| Competitors | N | Specify the competitor companies that the potential customer has contacted. |
| Selection criteria | N | Add information about the potential customer's criteria for selecting a service or product provider. |
| Compliance with criteria | N | Specify ways to show that you meet the potential customer's selection criteria. |
| Channel | N | Specify the channel used by the potential customer to contact your company or keywords used in the search. |
The record contains the following related lists:
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