In the world of sales, every lead holds potential, but only when handled efficiently. Converting a new lead into a valuable business opportunity requires a structured process that ensures the right fit, proper engagement, and seamless data integration.
This blog explores a step-by-step process flow from “Lead Received” to “Opportunity Created on Existing Account”, ensuring no valuable prospect slips through the cracks.
Process Flow Breakdown:
- Lead Received:
- A new lead is generated through marketing efforts or other channels and enters the system.
- Lead Qualification:
- Initial assessment of the lead to determine if they meet basic criteria (e.g., industry, company size, budget).
- Account Matching:
- Search Existing Accounts: System automatically searches for a matching company record in the CRM database.
- Match Found: If an existing account is found, the lead is associated with that account.
- No Match: If no existing account is found, a new account is created based on the lead information.
- Contact Association:
- Identify Contact: Identify the primary contact person associated with the lead and link them to the relevant account (either existing or newly created).
- Create New Contact: If necessary, create a new contact record within the account based on the lead details.
- Opportunity Creation:
- Opportunity Record: Create a new opportunity record linked to the identified account and contact.
- Populate Details: Populate the opportunity record with relevant information from the lead, including potential deal size, timeline, and desired product/service.
- Assign to Sales Rep:
- Assign the opportunity to the appropriate sales representative based on territory or expertise.
Key Points
Account Matching is Crucial: The key step is identifying if the lead represents a new business or an existing customer to link the opportunity to the correct account.
