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

    over 4 years ago

    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)?

    Tags
    • crm
    • lead management
    • marketing automation
    • Salesforce.com