In Salesbox CRM: LEADS ≠ CONTACTS
Difference with Salesbox. If you have used a CRM before its most likely you are used to the fact that a Lead and a Contact is the same. You might even be used to converting the lead in to a contact (person) or an account (company). This is however very limiting for you.
In Salesbox we see it differently. In Salesbox a Lead is a pre-step to a business opportunity not a pre-step to contacts or accounts. Why?
This is important to make it easier to work in a structured way with repeated business flows over time on the same persons or companies you want to do or are doing business.
The business contact
In Salesbox most things circulate around the most important object, your business contact. This can be a person you
- want to do business with
- do business with once or
- repeatedly do business with over time
and your CRM needs to support all scenarios.
What is a Contact in Salesbox CRM?
A business contact can be a private person or or a person working on a company (Account in Salesbox). A contact is a person you want to do or are doing business with. In Salesbox you can attach several things to the business contact,
You can also set phone numbers, emails, address, industry, title and classify your contacts (customer, potential customer, influencer etc.) and even state how good relationship you have.
You can start by filling out as little as first name and last name on a contact and company name on an account. As you gather more information over time you can add it.
Even if a contact is not doing business with you yet, you might want to classify and add more data to that specific contact.
If you want, you can classify a contact as a lead or a prospect as well. You can also classify them as A, B, C, D customer if you want, all according to your internal guidelines.
All to help you drive your business with this contact forward.
What is a Lead in Salesbox CRM?
A Lead in Salesbox is a pre-step to a business opportunity. A Lead is a way to specify what a contact might be interested in to buy from you and also to prioritise how important/hot the Lead is.
You work with tasks and appointments on your contact to qualify the Lead and to reach a point where you either say,
- NO this was not interesting, the contact is not going the type of product/service I represent, or
- YES, they are going to buy a product/service that I can offer, lets convert this Lead into a proper business opportunity*, which gets added to your pipeline.
This design secures that you don’t get things into your pipeline that are not qualified enough to be there.
This also secure that you can both qualify and do business over time with the same business contact. This since its not the contact that change state, rather the things you attach to the contact.
*) The difference between a Lead and an Opportunity is that the Opportunity has order rows and a process/work flow connected. You can also add many more things to an Opportunity like: Tasks, Appointments, Documents/
Document structure and Photos. You can also be several people involved from both your company and your customer on an Opportunity. Read this article if you want to learn more about how to handle an Opportunity in Salesbox.
Leads and contacts in Salesbox CRM
eads and contacts in many other CRMs