It’s just common sense: The better a lead is qualified, the higher the chances of bringing it in as a closed sale. This post is your detailed guidebook to understanding the difference between a Lead and an Opportunity (Deal) -- and how you can qualify sales Leads into winning Opportunities (Deals) with Pipeliner CRM! A free Opportunity qualification tool is included as a bonus just for you!
What is the difference between a CRM lead and an opportunity (deal)?
A sales Lead is a Contact or an Account with very little information. It could be as basic as a person who you met at a conference. You will need to research more information about this Lead in order to qualify an Opportunity in your sales pipeline. A old sales rule says: “If you have never contacted your contact, it’s a lead.” A sales Opportunity (Deal) is a Contact or an Account that has been qualified. This person is part of your buying cycle and is committed to working with you. You have already contacted, called, or met with them and know their needs or requirements. The old sales rule says: “The opportunity is a deal that you have the possibility to close!”
Think about the difference between a Lead and an Opportunity (Deal) as an evolving process (i.e. each Lead needs to be qualified to become an Opportunity). There will always be plenty of Leads in your sales territory, but only a few of them will qualify to become real sales Opportunities.
How to qualify sales Leads and turn them into winning sales Opportunities with Pipeliner CRM
Pipeliner CRM enables you to easily visualize the completed overview of your sales pipeline with the Leads step. In order to qualify the Lead into an Opportunity, just drag and drop the lead from its step into the first sales step of the pipeline.
- Run Pipeliner and click the “Pipeline” icon.
- Open the lead stage by clicking the arrow icon.
- Drag and drop the Lead from the “Leads” stage to the first sales step of your sales pipeline.
- Configure your new Opportunity according to your preferences and click the “Save” button.
Tip: Please note that you can easily qualify a sales Lead from within its detail view.