Introduction

A Lead is every potential sales opportunity that has not been qualified yet. It can either come from Marketing (both from your Marketing or Wildix Marketing passed to you), or from any activity you and your sales team have done. You need to make sure this potential sales opportunity (or lead) has some characteristics without which it doesn't make sense to move forward in the sales cycle and make this Lead an opportunity. Up to you to decide which characteristics are required, but generally speaking, we talk about: the company is in target, the person is the right one etc, so Salesforce Partner Community gives you the opportunity to track this qualification process through the Lead object.

Once all the information needed to characterize the potential customer is collected, Lead is ready to be converted into an Account, Contact and Opportunity.

Account, Contact and Opportunity are the key object related to the Sales Process. Accounts and Contacts are useful in order to store information about your customers. Accounts represent the companies, and  Contacts - are the people who work for them.

Create a New Lead

• On the Lead page, click New button to create a Lead

• Fill in the following mandatory fields:
  • Company - insert Company name
  • Power - specify who is a decision maker 
  • Lead Status - select status of the Lead
    
  • Lead Source - choose the source of the Lead (e.g. Email campaign, External campaign, Blue Box, etc.):
    
    
    

• • First and Last Names
  • Job Title - select the title from the list

  • Email - add contact Information

• Click Save button to create a Lead (if you want to create one more Lead, click Save & New button)

Manage existing Leads

You can sort Leads out by clicking on List Views:

To pin a preferred view, click the Pin list view button:

It is also possible to display Leads as a Kanban board by clicking the button Select list display -> choose Kanban option: 

• To view a Lead, click on its Name

• From the Options Panel, you can edit the Lead's information, add Notes, convert and clone it. Follow and Change Owner options allow other colleagues of your company to track the Lead and change the Lead's Owner
  
  

• From the Related and Actions Panel, you have access to all the details connected with the Lead: you can review Lead History, add Notes, upload files, create and manage Tasks

• To process the Lead and move it to the next stage, click Mark Status as Complete button

The Lead conversion process itself consists of 3 stages:

1. New - the stage is assigned once a Lead is created
2. Qualification - under this stage, you determine whether a Lead is a good fit for a product/ service
3. Not in Target - Leads, not fit for a product/ service
4. Converted - this stage is assigned when a Lead becomes an Opportunity

• When the Lead is qualified and ready to be converted, click Convert button. Based on the Lead, 3 entities are created:  
  • Account
  • Contact
  • Opportunity

How to Import Leads

1. Log in to Salesforce Partner Community
2. Go to the Leads page and click Data Importer:
   
3. On the screen that opens, under Standard objects, click Leads:
   
   
   
4.  Choose the option:
   
   1. Add new records
   2. Update existing records
   3. Add new and update existing records
      
      
5. Select mapping options if required (e.g. choose matching leads by Name / Email, etc.):
   
   
   
   
6. Drag and drop your file and click Next:
   
7. Edit field mapping if required and click Next once done:
   
   
8. On the next screen, you can view the number of mapped and unmapped fields for import. Click Start Import to proceed:
   
   
   The imported leads get displayed on the Leads page in Salesforce Partner Community.