Leads
Leads are potential customers of a company. Lead records
appear in CRM system as a result of marketing campaigns, press conferences, seminars, advertising etc. They can
also be collected with the help of Lead Capture forms
on the websites. Once a sales team has gathered more
information and qualified a lead, it is moved to another
stage of the sales cycle and eventually converted into an
Account, Contact or Opportunity.
Opportunities
Opportunities are either potential or actual sales to new
or regular customers (B2B) or organizations (B2C). Each
opportunity goes through several stages of the sales
cycle such as Qualification, Prospecting, Proposal and
Negotiation before it is Closed Won or Closed Lost. Every opportunity also encompasses a probability percentage
that allows creating careful sales forecasts.
Accounts
Accounts are companies, organizations or even their
departments with which you have business deals. Every
account can have one or several related contact records, which represent the people working in that company
or organization. In B2B mode, each account is a central
record, as B2B scenario presupposes that one sells not to customers but to companies.
Contacts
Contacts are either company’s customers or people that
work in the organization the company has business
with. Each contact record encompasses the detailed
information about all the history of the company’s
interactions with this specific record. A contact can
also be related to multiple accounts with the help of
relationships.
