Lead Management

Creating a Lead

1. Go to Leads in the main menu
2. Click Create Lead
3. Fill out the form:

Required fields:

Field	Description
Last Name	Last name of the contact person

Important fields:

Field	Description
First Name	First name
Company	Company name (accountName)
Email	Contact email
Phone	Contact phone
Source	Where the lead came from
Opportunity Value	Estimated deal value

1. Click Save

Lead Sources

Source	Value	Description
Call	Call	Inbound/outbound call
Email	Email	Email communication
Existing Customer	Existing Customer	Referral
Partner	Partner	From partner
PR	Public Relations	Media, PR
Web	Web Site	Web form
Campaign	Campaign	Marketing campaign
Other	Other	Other sources

Lead Qualification

Process to verify lead potential:

1. Contact – verify contact details
2. Need – identify concrete need
3. Budget – does the customer have budget?
4. Authority – are you speaking to a decision maker?
5. Timing – when do they plan to buy?

BANT methodology

Use BANT (Budget, Authority, Need, Timeline) to qualify leads.

Changing Lead Status

1. In lead detail click Edit
2. Change the Status field:
3. New → Assigned (assign to salesperson)
4. Assigned → In Process (active work)
5. In Process → Converted / Recycled / Dead

Converting a Lead

Turn a qualified lead into customer entities:

1. In lead detail click Convert
2. The conversion form appears:

Entity	Description	Required
Contact	Contact person	Yes
Account	Organization/company	Yes
Opportunity	Sales opportunity	No

1. Review pre-filled data
2. Adjust as needed
3. Click Convert

Automatic mapping

The system automatically maps:

• Name → Contact
• Company → Account.name
• Address → Account.billingAddress
• Opportunity value → Opportunity.amount

Bulk Lead Operations

In the leads list:

1. Select leads (checkbox)
2. Click Actions
3. Available operations:
4. Mass Update – change fields
5. Assign – change owner
6. Export – export to CSV
7. Mass Email – send email

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