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Siebel Marketing User Guide > Creating and Using Leads > About Creating and Using LeadsA lead is a new prospect or existing customer who might become an opportunity. A marketing organization plans and executes marketing programs with the objective of capturing and generating leads. Once a lead is created or imported, a sales representative must qualify the lead so that the sales organization can concentrate on the most profitable leads. The sales organization can distribute the leads to the appropriate sales people, using rules that match the geography of the lead and the geography of the sales person. The sales person can accept or reject the lead based on its potential ROI, and convert an accepted lead to an opportunity. Leads typically have limited information such as name, company information, product interest, and survey response information. For information on Web services that allow operations involving leads, see Siebel CRM Web Services Reference. For more information on importing leads, see About Importing External Data. The life cycle of a lead, illustrated in Figure 7, is as follows:
Figure 7 illustrates the life cycle of a lead. For information on importing leads, see About Importing External Data. |
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