How to work the pipeline and convert leads

Move a lead through its statuses

The lead board has columns for new, contacted, qualified and converted. Drag a lead card from one column to the next as you work it, or use the list view with status filters and search.

Convert a lead

1. Open the lead.
2. Choose Convert.
3. CRM creates an account, a contact and an opportunity in one step.

From here the deal lives in the pipeline.

Work the pipeline

• Use the pipeline board or list. Drag a deal between stages as it progresses.
• Each opportunity has a forecast category: pipeline, best case, commit or closed. Weighted value is calculated from it.
• Link the opportunity to an account, and add several contacts to the deal with a buying role such as decision maker or champion.
• When a deal is lost, record the loss reason. It feeds the Win/Loss report.

Log your activity

Add calls, meetings, emails, notes and tasks to the lead, opportunity or account. Give a task to a teammate and they receive a notification. Everything appears on one timeline; an account's timeline rolls up its deals' and leads' activity.

Attach documents

Attach files to leads, opportunities and accounts so the whole team can find them.