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Sales. Advice Lead vs Opportunity

By
Laurent
on 9/9/15, 9:18 AM 813 views

Hello,

This time it is not for a problem, but for advices. ;-)

In your experience, what should trigger the creation of an opportunity from a lead? 

  • Do you create the opportunity at the very first change?

  • Do you wait for some level of qualification of the opportunity? If so, how do you record it in the lead form?

  • Do you recommend any workflow or good practice?

Thank you for sharing with me (and with us all).

1

Ray Carnes

--Ray Carnes--
15717
| 9 7 9
Greater Los Angeles, United States
--Ray Carnes--

Senior Odoo Analyst

OpenERP 6.1, 7.0 and Odoo 8.0, 9.0 (Since 2012)

Completed Functional and Technical Training.

Major Skills:

  • Needs Discovery and Requirements Analysis;

  • Function and Technical Specifications;

  • Project Planning;

  • Prototyping and Proof of concepts;

  • Data migration;

  • Configuration & Customization (UI and modules);

  • Integration - data, business logic and service levels;

  • Training and Knowledge transfer;

  • Go Live support;

  • Help desk;

  • Version Migration.

I have over 20 years of experience empowering and enabling users with enterprise information systems that make a real and measurable difference in their ability to proactively manage their businesses and organizations. 

Ray Carnes
On 9/9/15, 11:25 AM

A Lead (also called a prospect) is a person or organization that has not done business with you before.  It could be just a person who you might have met at a tradeshow or conference.  It could be someone on a list you purchased. You will need to retrieve more information regarding this lead in order to create (qualify) an opportunity in your sales pipeline.

If it is likely to become a customer, the prospect is then converted to an Opportunity, which includes information about the Customer and the Contact.

In terms of a process, a Lead goes through a verification step and then becomes an Opportunity which includes qualification steps and in turn tracks everything through to a closed deal. 

For most, lead verification is simply making sure the lead responds to email or answers the phone - this is the way Odoo can be best used (since qualification is better managed via an Opportunity). 

Thank you for your answer. I understand your recommendation as Manage your prospects as an Opportunity. The Lead form is just here before being sure the contact can be properly recorded, no matter the actual business opportunity. This makes sense to me.

Laurent
on 9/9/15, 11:34 AM

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Asked: 9/9/15, 9:18 AM
Seen: 813 times
Last updated: 9/9/15, 11:25 AM