Leads

We briefly discussed Leads in Chapter 1, Introduction and Getting Started with Salesforce, of this book; however, in this section, I would like to expand on this description and show you more. As a reminder, in Salesforce, a Lead is a place where potential, preliminary sales opportunities can be recorded. A Lead is a combination of fields from both Account and Contact, as it contains information such as the potential customer’s first name, last name, phone number, and email address, but also the name or address of the company they work for. Alright, but where can I get such Leads? That’s a good question because unless you’re Harry Potter and can conjure them up yourself, they won’t magically appear in your system. Let’s list the most common sources of Leads in this place. These include the following:

• The salesperson’s own efforts: The salesperson actively explores the market, contacts potential customers, and enters them into...