In the general sense, leads are potential customers or prospects where there is a possibility for a company to generate sales. Leads can be generated through marketing campaigns such as exhibiting at an exposition, running email campaigns, etc. or they can be referred from existing customers. In the Digital Sales Platform, a lead document is associated with an account (and a contact if available) and is the preceding stage to an opportunity (see the next section for more details on opportunities).
Leads are available to use out-of-the-box and do not require specific configuration. Leads are distinguished from opportunities by a specific sales phase (refer to ‘Opportunity Sales Phase Configuration’).
In case, source information (where was the lead generated from), this can be configured under ‘Administration’ -> ‘Master Data Management’ -> ‘Sales Document Source’ as shown in the following figure:
Leads can be converted into opportunities by simply advancing the sales phase from the first phase (which is reserved specifically for leads) to the second phase.