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    Hello,

    Our company has purchased a list of Leads (potential accounts + related contacts).  So, lets say for example each potential account has 4 potential contacts against them.

    When importing this data into the Lead entity in CRM, I have decided to create 4 leads for each customer (as there are 4 contacts).  

    Lets say Bob at Company 1 qualified as a Lead, our sales guy would convert the lead to a contact (Bob) and account (Company 1). 

    What exactly "should" happen to the other 3 Leads (the other 3 contacts at the same company)?  How would another Salesperson know that the company they work for already has been qualified at this point?  Ideally I would like the other 3 lead contacts to be assigned as contacts to the qualified account.  The problem is at the Lead stage there is no hard link (id) between the "potential company" fields, apart from the Company Name.  How can one get around this?

    I can appreciate that there are many ways to solve this issue; custom workflows etc etc, but I would quite like to know how other companies have implemented this stage in the sales funnel and if any elegant solutions have been found.

    (I can also appreciate that I have asked a couple of questions, so an answer to one would be fine)

    Many Thanks,

    Alex
    DCML Ltd

     

    Thursday, June 10, 2010 1:34 PM

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    There are a few options:

    1. Create only one Lead record for the company.  Use that lead record to qualify the company and create your Contact and Account if the Lead is qualified.  Some companies use this method successfully because they want to avoid contacting several people at the same company (potentially viewed as not professional behavior).  If the Lead imported is not the right person, then change the name of the person at the company as needed.
    2. Import the records as Accounts and associated Contacts.  You can identify the Accounts and Contacts using the Relationship Type field.  Add a relationship type of Lead and set that value on all the records.  Once the Account / Contact is qualified then change the Relationship Type to a different value

     

    Regards, Donna

            Windows Live Blog

    Sunday, June 13, 2010 5:14 PM

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  • Question
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    There are a few options:

    1. Create only one Lead record for the company.  Use that lead record to qualify the company and create your Contact and Account if the Lead is qualified.  Some companies use this method successfully because they want to avoid contacting several people at the same company (potentially viewed as not professional behavior).  If the Lead imported is not the right person, then change the name of the person at the company as needed.
    2. Import the records as Accounts and associated Contacts.  You can identify the Accounts and Contacts using the Relationship Type field.  Add a relationship type of Lead and set that value on all the records.  Once the Account / Contact is qualified then change the Relationship Type to a different value

     

    Regards, Donna

            Windows Live Blog

    Sunday, June 13, 2010 5:14 PM
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    Thanks for the response Donna,

    I think I will implement it like you've mentioned in option 1.  I think it will lead to a less cluttered CRM, and ultimately a quicker Sales process.

    Regards,

    Alex. 

    Monday, June 14, 2010 12:20 PM
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    You're welcome

    Regards, Donna

            Windows Live Blog

    Monday, June 14, 2010 1:42 PM