General : Adding Leads & Contacts : Working with Leads & Opportunities : Reporting : Lead Management : Setting Up : Billing & Packages : Terminology

Working with Leads and Opportunities 

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   Leads and Opportunities.

   To help you distinguish those leads that you are actively working on from brand new leads, new leads are categorised under the Leads tab. Once you have moved them along your sales pipeline and therefore signified you are actively working on them, then they are termed Opportunities.

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   Contacts, Leads and Opportunities

   Whenever a lead is added, the application will check if the contact already exists and add to this contact. This helps prevent duplicate contacts and also gives the user a full lead history all in one place.

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   Moving my leads through your sales pipeline.

   You can set up a pipeline that best reflects your sales process. You can keep each of your leads up to date by selecting the appropriate pipeline stage from either the Lead or Opportunity list pages or from the Contact details page. You can use the pipeline filters on the lead and opportunity pages to quickly view all your leads at a particular stage. There are also a reports on your pipeline so you can see your current status at any time.

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   How do I know when I have received new leads?

   Each user will receive an email when they have received new leads, whether received direct from your website or added by a colleague. In addition, your homepage dashboard shows the number of new and unread leads you have. Simply click on the link to view them.

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   How do I track my leads and opportunities?

   Just go to your Lead or Opportunity list page. You can quickly filter your leads on pipeline stage as well as view the leads of any users reporting into you.

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   How do I view my open leads and opportunities?

   You have 2 choices. Either click on the Lead or Opportunity links on your home page. Or select the Lead or Opportunity tab at the top of your screen.

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   Can I set up a To Do for a specific lead?

   Yes. When viewing the lead you can set up a To Do with a date and time. Each day you will receive an email detailing your To Dos that are becoming due.

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   Can I edit/delete a To Do?

   Yes. Simply click on the images next to the To Do on the Contact details page.

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   Will I be sent a reminder for a To Do?

   Yes you will receive an email listing any To Do' s that become due that day.

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    Can I email contacts from B12 Leads?

    Yes. Click on the email icon next to the contact details.

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    How do I use notes?

    Simply write your notes into the section on a lead and they will be automatically saved for future reference.

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    Can I re-assign a lead to another user?

    Yes you can reassign leads to any member of your team or your own manager. When viewing a lead use the Change Lead Owner drop down list.
    Alternatively, you can reassign leads on your Open Lead tab by selecting the owner view.
    The Account Owner can bulk reassign leads between users through the set up, this is particularly useful if one of sale team leaves and you want to transfer their leads to the person taking over responsibility.

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    Editing contact details.

    Click on the edit link in the contact details section, amend then save your changes.

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    The lead has been wrongly assigned to me - How do I reject/ return this lead?

    You can return a lead to your manager. When viewing a lead use the Change Lead Owner drop down and select the return lead option.
    Alternatively, you can reassign leads on your Open Lead tab by selecting the owner view and then the return lead option.

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    How do I delete a lead/ opportunity?

    If you are not the account owner then mark the lead/ opportunity as "Lost". This will close the lead and no further action will be required. The account owner can make the decision to delete leads and opportunities based on various criteria using the delete lead functions in the set up section.

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    How do I assign one of my leads/ opportunities to a member of my team?

    You can reassign a lead when viewing it by using the Change Lead Owner drop down. Alternatively, you can reassign leads on your Open Lead tab by selecting the owner view.

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    Can I view leads that have been closed?

    Yes, each contact has a full lead history enabling you to see all leads and their details that are both open and close. Alternatively run the "Closed Lead and Opportunity List" report from the report menu.

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    Can I reopen a closed a lead/ opportunity?

    Yes. Simply open the closed lead/ opportunity and change its pipeline stage to an open pipeline stage.

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    Can I view the leads and opportunities assigned to members of my team?

    Yes, you have full access to all leads and opportunities belonging to members of your team - but they can not see your leads and opportunities.

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    Can members of my team view my leads and opportunities - I am their manager?

    No. As you are their manager you can view theirs but they can not view yours.

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    Can I batch reassign a selection of leads from one user to another user?

    The account owner can by using the reassign lead function in the Set Up section.

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    What does it mean when a Lead/ Opportunity is open or closed? How do I open or close a Lead/ Opportunity?

    Open leads or opportunities are ones you are still working on. You can close a lead/ opportunity by clicking the X in the list view or by changing its pipeline stage to either Lost or Sale on its details page. Once closed you can re-open it by simply moving it to any of the open pipeline stages.

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    What if a lead/ opportunity is allocated to the wrong sales person or channel partner?

    The user can return the lead/opportunity to their manager by selecting the return lead option in the leads owner drop down list. The user can add a reason why they are returning it. Alternatively,a users managers can re-assign it.

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    How can I search for a specific leads?

    You have 3 ways to search for a lead/ opportunity:
    a. Use the search option on your homepage to search for specific open leads. This search facility will not find closed leads.
    b. Use either the Lead tab or Opportunity tab to view a list of your leads and select the one you want.
    c. Via the Contact tab, find the contact associated with the lead/ opportunity and then the lead/ opportunity itself. The search facility from the Contact list allows you to search using multiple search criteria.

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    How do email notifications work?

    Once a day you will be sent an email reminding you of the To Dos you have to do that day.

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