A lead is an unqualified contact that could potentially lead hotel sales to new business. You may have encountered this lead through connections or interactions at an event and was able to gather their information about that person, the company or agency they're working with, and want to track that information in eInsight Sales. Through marketing and outbound sales efforts, once a lead may potentially be converted into a contact, account or opportunity if qualified.
There are five menu options in the Lead module. You can create leads, create leads from Vcard, view leads, import leads, recently viewed, and favorites.
Hover over Leads and then select Create Lead.
The main tab will be the Overview. This is where most of the key information of the Lead is listed, such as job title, department, account name, addresses, email address, phone numbers, fax, website, and description box for additional notes. The more information saved on the Lead, the better opportunity there is to qualify that lead.
On this tab, additional information can be captured on the lead profile such as status, status description, opportunity amount, campaign, lead source, lead source description and referred by.
The Status field is used to indicate the status this lead is in your organization’s sales process.
The Lead Source field is important to gauge your organization’s best channels for generating leads.
Opportunity Amount is only for reference on a lead. If the lead is converted to an actual Opportunity in eInsight Sales, that amount is then tracked in the sales pipeline.
This tab will display the date the lead was created and modified.
Create Leads From vCard
If leads were collected, for example, at a trade show or convention, there is a feature to import those leads. The feature for this in eInsight Sales requires the import to be a VCF type file. To import a VCF with lead information hover over Leads and then select Create Lead From vCard. Select Choose File, upload the VCF file, and then select Import VCard.
To view any existing leads, hover over Leads and then select View Leads.
The standard column setup is name, status, account name, office phone, email, user, and date created.
You can personalize column view by selecting additional columns. To customize the displayed columns, Select columns. The column options will display. You can select the column you would like to display and deselect the column you want to hide, and then select save changes to save your preference.
Customizing columns only applies to the user that selecting to view those particular columns. In the event of a system upgrade, columns may be reset to the application standard. However, you can reset the columns you prefer at any time.
To filter the list of leads, select filter. The basic filter will appear. There is a combination of filters you can use to search for the lead you are interested in.
When viewing the overview tab in the lead profile, scroll to the bottom. You will see the subpanels: activities, events and history. Select one or all to expand them. In the expanded subpanel, you can select the actions button in each for additional options.
For example, if you wanted to schedule meetings/phone calls and log interactions with the lead, you can select the Actions button in Activities and choose the appropriate options to setup the activity you desire.
The system tracks all activity on any lead, you can view the history on a lead in the HISTORY subpanel, where you can create notes or add attachments in the Action Panel.
When you are ready to convert this lead into a contact, select Convert Lead from the Actions menu at the top of the lead record. All of the basic contact data (e.g. Name, Address, Phone, etc.) will be copied to a New Contact form that you can save as a new B2B contact.
Leads may also be converted to an Opportunity using the same feature. By converting the lead to an Opportunity, you are formalizing this contact and account as a B2B account. That lead becomes qualified as a prospect and formally enters the sales pipeline.
To import a list of multiple leads, hover over Leads and then select Import Leads.
Follow the instructions for downloading and completing the import template, and the on-screen prompts to complete the import.
To quickly display a lead most recently accessed, hover over Leads and then hover over Recently Viewed. The recently viewed lead will display.
While viewing leads you can select the star button next to the lead's name to identify the lead as a favorite.
Once you marked leads as favorite, you are able to easily access these leads by hovering over Leads and then hover over Favorites. Your favorite leads will display, and then you can easily access them.
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