Contacts and Leads

If your enterprise uses CRM Plus and enables the Lead Qualification Process in Settings, the Contacts hub includes additional features that allow you to manage the entry and qualification of leads and contacts during the sales process.

In the Contacts hub, you can:

• Indicate that a contact is a new lead. New leads are contacts with which you do not yet have a relationship but you would like to develop one.
• Determine the contact's level of interest in doing business with your enterprise.
• Qualify the contact and build a relationship because the contact meet's your enterprise's requirements and is interested in doing business with your enterprise.
• Create an opportunity or firm record if a qualified contact has an upcoming project for which they are accepting bids. This allows you to begin tracking related opportunities and status.
• Associate a marketing campaign to the contact, opportunity, and firm when qualifying a contact.

If your opportunity results in an awarded project, you can create a new project record from the opportunity record, ensuring continuity of data from the project's prospect stage forward.

If you determine that the contact is not worth pursuing, you can revert the contact back to a lead. You can also change the contact's status to disqualified but you must provide a reason for the change in status. Only qualified contacts can be associated to projects, opportunities, and firms.