Microsoft Dynamics® CRM Training
Creating and Qualifying Leads
An error occurred while loading the video. Please try again.
Are you sure you want to delete this comment?
Hi, and welcome to the Success Portal by XRM. This lesson is designed to demonstrate how to create and qualify leads in Microsoft Dynamics CRM. Leads represent very basic, low-value, information, and are the first step in the sales process. They serve as a source of information for creating other, more qualified, records, such as opportunities, contacts and accounts. To create a lead, begin by logging in to Microsoft Dynamics CRM. From the home page, click the menu icon, then choose Sales, and click Leads. Click New in the upper left corner of the screen to create a new lead. The only required fields for creating a new lead are Topic and Name, within the Contact section, but it is a good idea to enter all of the information you have, to save time if the lead becomes an account, contact, or opportunity, since all information contained within a lead will be automatically transferred over. For today, let’s say I saw that Marie Johnson, CFO of Johnson International had signed up for a trial subscription on our website. I have not yet had any interaction with Marie, but want to take down her information to contact her later about the product and see if she’s interested in purchasing. I’ll enter “Trial subscription of Microsoft Dynamics CRM” as the topic and Marie Johnson as the name (note that when you click the Name field, spaces to enter both first and last name will appear, however, only last name is required). Then, I’ll enter CFO as her job title, and, since I know the company is Johnson International, I’ll enter that as well. Maybe I also do a quick Google search of Johnson International and find out the website. I’ll record that information here. As you can see, there are fields available to enter any other information you have about the lead, such as industry and revenue. Once you’ve entered the lead information, click Save. After saving, you’ll see that you can add Stakeholders and Competitors, and the creation of the lead will display in the Posts section. Once you’ve created a lead, you can track any interactions you have with that lead in the Activities section, the same way you would track activities for an account or contact. If I talk to Marie Johnson on the phone about her interest in the product, I can add that as a phone call. After our phone conversation, I will likely want to qualify or disqualify the lead. If Marie has no interest in purchasing the product, I’ll disqualify the lead by clicking Disqualify, then choosing No Longer Interested. Other reasons for disqualifying a lead include Lost, Cannot Contact, and Canceled. For this example, however, I’ll assume that Marie has potential interest in purchasing the product, so I’ll qualify the lead by clicking Qualify. This will create a new account, contact, and opportunity from the information stored in the lead. If the information in the Company or Name field matches that of an existing account or contact, a window will pop up asking you to select the account and contact, or simply click Continue to create a new account and contact. After qualifying or disqualifying a lead, the lead will show up in the Closed Leads view, visible by navigating to the menu icon, then Sales, and clicking Leads, then choosing Closed Leads from the dropdown list of views. In the Status column, you’ll be able to see whether the lead was qualified or disqualified. Thank you for using the Success Portal by XRM.