Hey Trailblazers! It’s been a busy time for me—I’m leaving for DC in a few days, getting married (yay), then going to Rome right after, so the badge-a-day series might be a little less than a badge a day for the rest of September, though I will try to do my best to get content out there for you.
Today’s badge is the Leads & Opportunities for Salesforce Classic. Let’s get started!
CREATE A SALES PROCESS AND USE OPPORTUNITIES KEY CONCEPTS
Salesforce features designed to support the sales process include leads, campaigns, products, pricebooks, opportunities, and quotes.
You can use opportunities alone, or you can enhance your opportunities by using them along with leads.
Opportunities are deals in progress.
Opportunities typically go from tentative to firm before they’re finalized.
Contact roles on opportunities tell you which contacts you’re dealing with for the opportunity, and how each is related to the opportunity.
Opportunity teams are like Account teams. Both allow you to relate particular people at your company to accounts or opportunities.
CONVERT AND ASSIGN LEADS KEY CONCEPTS
Leads are people and companies that you’ve identified as potential customers.
Leads help you know what’s in your pipeline so you can focus on the right deals.
You can better track, report on, and target marketing campaigns to prospective customers.
Leads may help you concentrate on the potential deals most likely to close.
Leads may also help executives maintain visibility and help on key deals.
If your company has separate sales teams for prospective customers and existing customers, using leads helps everyone work more efficiently.
If you do not have auto-assignment rules created, Salesforce assigns the creator as the lead owner.
It is more efficient to set up auto-assignment to assign leads based on criteria.
When you qualify a lead, you can convert the lead record into an opportunity.
Qualifying a lead indicates that you believe that the lead has a use for and interest in your products, and that a sale is a definite possibility.
When you convert, Salesforce creates a business account, a business contact, and an opportunity; or, it converts into a person account and opportunity (for B2C).