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).