1. A lead is created
2. Update the status of the lead
3. Convert the Qualified Lead
4. Create an Opportunity
5. Update the Opportunity

You can manually enter a lead, or they can be automatically entered in from another system such as HubSpot. Whether it's manual or automatic, a lead is created.

A lead should have basic information:

• Name
• email

If you can, it's best to also grab additional information such as

• Company
• Phone
• Address
• Size of company

But that information may not be available at first - it it's not, that's okay. We'll gather it later on if they become more interested in our product/services.

You will be updating the status of the lead throughout the lifecycle.

• Open: Indicates a new lead
• Contacted: signifies the lead has been contacted
• Qualified: lead has passed the sales qualification process
• Unqualified: lead is not qualified for further contact at this time

Once you know the lead is interested in hearing more about or product/services, then you can convert the lead into a contact with an associated account.

After you convert your lead into a contact, the contact will have an account associated with it. You should create an opportunity that is associated with the account to keep track of whether we win the sale.

Make sure that you update the opportunity with as much information as you can:

• Update the stage of the opportunity
• Add a contact role
• Create a reminder task to follow up with the contact associated with the opportunity
• Update the stage and indicate whether we won or lost the opportunity
• Include emails that were exchanged

You can always update the opportunity's close date and add notes and emails that were exchanged. We use Cirrus, which makes it easy to add email from Gmail to the opportunity.