Qualifying and Converting Leads

Your firm's marketing or sales people work each lead through conversations with the lead to determine their level of interest in doing business with your firm. The marketing or sales person then determines whether the lead is qualified to pursue further, or disqualified because it is not worth pursuing at this time.

As you work with a lead, you can change the lead record to match the process status.

• For leads that are worth pursuing, you follow your firm's business rules to qualify the lead. You can convert the lead record to a contact, a customer, or an opportunity.
• For leads that are not worth pursuing, you can change the lead's status to "disqualified."