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Standard Lead Prozess

Standard B2B Lead Prozess includes three User Stories:

Create Lead
Qualify Lead
Convert Lead to Account, Contact and Opportunity

Leads usually exist only in Salesforce and not in ERP.

Leads are a kind of hybrid between contact, account and opportunity.

By creating a sales lead users are able to submit personal information of the person you encounter like those can be found on the business card.

Additionally we collect as much data as we can about an uprising opportunity.

Last but not least you are able to submit data to the corresponding company which can be easily converted to a full fledged Account.

Leads tracking undergoes three phases.

New: at lead creation - for example on an exhibition
Qualify: Get in contact with the person to gather more detailed sales relevant information
Converted: a new Account, Contact and Opportunity has been created.

Note that the lead Object will be deleted after Conversion to Account, Contact and Opportunity

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Standard Opportunity Process

Opportunities are the main Sales Object.�They will guide the user through the whole sales process from Qualification to Closed and collect all sales relevant data.

Standard Opportunity Stages are:

Qualification
Specification
Proposal / Price Quote
Technical Negotiation
Commercial Negotiation
Confirmed
Closed (won / lost)

Opportunities Values will be automatically calculated from Opportunity Products or (if integrated) by ERP-Quotes.

Best Way to Integrate ERP Quote is to use the Opportunity Stage “Proposal / Price Quote”.

Outside Sales Team usually request Quotes from inside sales team during this Stage.

Inside Sales start quoting and after releasing a quote will be transferred from ERP to Salesforce.

Best Practise to request a quote by opportunity owner he simply sets the opportunity to stage “Proposal / Price Quote”. �Inside Sales Team fetches quote request from an opportunity list view and creates a core quote in ERP. �After a core quote has been created in Navision and transferred to Salesforce it can be edited.�Note that Quotes are currency sensitive.�Always keep in mind that opportunity and Quote must use identical currency!�Of course enriching and finalizing an ERP-Quote can be a process to repeat several time as long as customer requirements are met.

In every case after releasing the quote in Navision the opportunity owner will be notified that the opportunity entered the new stage “technical negotiation”.�Opportunities are designed for teamwork. Therefore you can even grant access to your opportunity for users who do not have permission to accounts related to opportunity.

Most important you can log any kind of acitvity (Call, Email, Event, Task, Visit Report) to your opportunities with a few clicks.

If ERP-Quote are integrated with salesforce opportunity ERP-Orders are great to automatically close opportunity after ERP-Order has been processed. In this case Opportunity can be automatically set to “closed won”.

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