A Customer Relationship Management system (CRM) is a more efficient way to manage customer information. Use this guide to learn how keeping your customer data in Salesforce Essentials can save you time, money, and heartache.
Your contact list is full of important information, but how do you know who you should be reaching out to? How do you identify next steps?
Leads are your starting place. By separating your leads from your contacts, Essentials helps you focus your time and attention on the prospects with a genuine interest in buying your product or service.
Leads are people and companies that you’ve identified as potential customers. You have not qualified that they are ready to buy or what product they need.
Qualifying a lead is when you determine the lead has a use for and interest in your products, and that a sale is a definite possibility. Once you have qualified the lead, you convert them to an account, a contact, and a new opportunity. It’s a fitting name: you want to be in contact with your contacts to close that deal, stat!
In Salesforce, your contacts are housed within an account (their company). You can have more than one contact at an account.
Accounts help keep all your historical data—any cross sell, upsell, resell, or lost deals—in one place. Plus, understanding your contact’s role at their company helps you prioritize who to communicate with. For example, it’s important to know if your contact can make the final purchasing decision, or if you need to be introduced to the person who can.
|When We Say...||We Mean...|
|Lead||Leads are people and companies that you’ve identified as potential customers. They've expressed interest in your product/service, but you haven't yet qualified that they are ready to buy.|
|Qualifying a Lead||Qualifying a lead indicates that you believe the lead has a use for and interest in your products, and that a sale is a definite possibility. Once you've connected with a lead and identified a mutual interest, you will manually convert that lead record into a contact record and an opportunity to begin the sales cycle.|
|Contact||Contacts are the individual people who work at a given company (Account).|
|Account||Accounts are the companies you do business with.|
|Opportunity||When the lead converts, you create an opportunity. The opportunity is your deal. You work through the stages of your opportunity until you close the deal, either by completing it or canceling it.|
|Field||A field is a column on a spreadsheet - it’s a specific value.|
|Activity and Tasks||There are 4 ways to log activity in Salesforce: log a call (where your meetings notes will go); email (which connects with Gmail and O365); events (which connect with your calendar); and tasks. Tasks are specific actions that need to be taken. Think of tasks as sticky notes that allow you to set due dates, reminders, and assign them to other users. While they don’t log in your calendar, a task will trigger your notification bell in Salesforce to turn red. You can manage all of your tasks on one page when you click on the Tasks tab.|