Marketing Director
Joined August 2013
Asked over 5 years ago

Best Practices for managing "Contact" vs. "Lead" data in Salesforce.com

In Salesforce.com, the recommended flow through the happy path is to enter the system as a Lead, assign to a sales rep, rep works the lead and then converts to contact--either with our without an opportunity.

That works well--unless a lead is initially entered as a contact, a lead is converted without an opportunity and an opportunity created later, an opportunity is closed, but that contact is still a prospect for another product or service.

Are there best practices you're using to manage the lead/contact definitions in salesforce.com (and any marketing automation platforms)?

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