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Updating and Progressing Leads

Updated

Your CRM provides you with all the lead management tools you need in order to maximize your sales reps' efficiency and close new accounts quickly. 

The tools include:

  • Lead Status Management & Lead Linking
  • Lead Assignment
  • Lead Actions (Duplicate, Board, Manage Fields etc.)
  • Proposal Generator
  • Lead Groups, Campaigns, and Sources
  • Lead Tasks and Appointments
  • Lead Notes, Attachments, and Recordings

You will find most of these tools in the collapsible widgets on the right side of the lead form (except for the lead Notes, Attachments, and Recordings, which are integrated into the lead form itself):

 

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Lead Status Management

As the lead is being progressed, you can advance the lead through the different sales stages by changing the lead's category and status near the top of the lead page:

 

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To move a lead into a new status, click on the Category drop-down and select the appropriate status to move the lead into (e.g. "Brand New"):
 
 
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Once you select a new status state a popup window will appear as shown in the below screenshot. Click the Confirm button to save your change:
 
 
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If needed, you can also view the history of the lead's status changes by clicking on the activity log link in the Details widget:
 
 
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The lead's status changes (including other types of lead changes) are now shown in a popup window:
 
 
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If you need to link the lead to another lead or a merchant account, you can do us using the Add Link action shown right next to the lead name near the top of the page. Simply search for the merchant or the lead you wish to link and click the Link button:

 

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After the lead is linked, you can view and manage the linked record(s) by clicking on the same link next to the lead's name:

 

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More Info: Linking Leads to Merchant Accounts

 
 

Lead Assignment

Leads may be assigned to one or more users who are in charge of progressing the lead.
 
To assign a user to a lead, simply select the user in the Assigned Users widget, and click Assign User:
 
 
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The selected user will now receive an automatic email notification to inform them of the new lead assignment.
 
If you don't wish to notify the user, then un-select the Notify User check-box in the widget before hitting the Assign User button.
 
All assigned user(s) are listed in the Assigned Users widget. To un-assign a user, simply click on the red Delete icon next to the user's name:
 
 
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Lead Actions

In the Actions widget, you can perform one of the following lead actions: 
 
 
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Proposal Generator

The Proposal Generator enables sales reps to automatically generate proposals based on the fees and rates that are specific each merchant, in order to give the merchants a concrete example of the contract they are offering. 
 
You can generate new proposals and manage them from the Proposals widget:
 
 
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More Info: Creating Merchant Pricing Comparisons in the Proposal Generator
 
 

Lead Groups, Campaigns, and Sources

 
In order to manage your leads more efficiently you can assign leads to specific sales groups, as well as link the leads to the marketing campaigns (e.g. mass mailings, add buys, etc.) and the lead sources (e.g. inbound leads, outbound leads, list import, etc.) they originated from.
 
All of these can be managed from the Details widget on the lead:
 

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Administrators will also see the edit icons next to the Group, Campaign, and Source dropdowns which allow them to customize these options according to ISO's preferences.
 
More Info: Grouping Your Leads: Campaigns and Sources
 
 

Lead Tasks and Appointments

 
The Events widget allows you to schedule tasks and appointments right from the lead page:
 
 
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The added events will be displayed both on the lead and in the CRM Calendar.
 
More Info: Calendar Events
 
 

Lead Notes, Attachments, and Recordings

The Notes, Attachments, and Recordings tabs are located on the lead form, either on the top or bottom tabs (depending on how you configured your lead):

 

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These tabs allow the sales reps and other people associated with the account to keep track of all the information they gathered throughout their relationship with a merchant in one place.

 

The Notes tab allows you to easily and quickly post a new note, as well as to edit and manage existing notes:

 

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More Info: Adding Notes for Leads & Merchants

 

The Attachments tab is where you can store documents, applications, proposals, or other lead-related files:

 

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The files can either be generated directly in the CRM (e.g. when generating an E-Signature application for your lead) or they can be uploaded from your PC.

Users may also email each document from the Attachments tab by clicking the Email button next to the name of the saved document. This action will automatically launch a new email with the selected document attached. 

 

The Recordings tab is available to clients that have the CRM Dialer enabled.  

On this tab you'll find the recordings of inbound or outbound calls made with the leads:

 

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You can use the built-in player to listen to the recordings, and options are also available to delete, upload, or add recordings.