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Part II. The Structure of Microsoft Dynamics CRM > Hour 6. Managing Leads
Hour 6. Managing Leads
What You’ll Learn in This Hour:
• What data to capture and the import process
• From lead to account: conversion
Managing sales leads is the beginning of a sales process and one core reason for using a CRM application. In this hour, we dive into the world of leads and the meaning of leads in the world of Microsoft Dynamics CRM. Be patient for the first part of this hour is going to look at taking an outside list of leads (such as a list you might get from a trade show) and pulling this list of leads into Dynamics CRM. In general a lead is a person who is considered to be an unqualified prospect—as in sales has not talked to this person or they have had just a brief conversation. A lead has the potential to become a new customer, but this potential has not been qualified.