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Either the Lead has expressed an interest in learning more about us, or we have determined that this is a person who we want to follow-up with. All we know at this point is that there may be some interest, on either side’s behalf, to work together.
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It’s simply someone’s name, and not much else. We always tell our clients to think of a Lead as akin to a business card. Must be something to it! Let’s have a look. It’s a model that was instituted at the dawn of Salesforce in 1999, and still works in exactly the same manner today. What we’re about to describe next is so fundamental to the application of the Salesforce Sales Cloud that without knowing how this works, your sales team will be missing out on one of the key ways to manage pipeline in Salesforce. While every firm will have their own set of rules to determine what constitutes a Lead and an Opportunity, this post will attempt to provide some general rules around when to treat something as a Lead and when to convert it into an Opportunity. It is also one of the most misunderstood features for most firms setting up Salesforce for the first time. One of the most fundamental aspects of the Salesforce funnel is the correct assignment of a Lead, Account, Contact and Opportunity.