What is lead in CRM Software?
Leads in CRM systems refers to individuals who may potentially become your customers, but aren't at the moment. A lead is also known as a prospect. Leads are typically turned into contacts, companies and deals/opportunities or dismissed as junk.
Leads need to be scored or qualified each time they are entered in your CRM. To do this, you need to collect information about the potential customer, such as their level of interest, amount of budget, or the size of the company. A lead who has expressed interest in your product, such as having requested a quote or attended a webinar, is labeled as a 'warm' lead. Likewise, a lead who has shown interest in buying your product, such as having requested an invoice or asked for a price quote, is referred to as a 'hot' lead. On the contrary, those leads that aren't qualified to purchase your product are termed as 'junk' leads.