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Working with leads

Introduction

Lead scoring enables sales representatives and managers to focus on promising leads to maximize sales. This demo shows how to leverage lead scoring as well as creating and converting leads to opportunities.

Video

Transcripts

In this demo, you see how to work with leads.

From the sales manager or sales representative portal, select Leads to list all your leads.

The Leads page displays the lead score.

The lead score predicts how likely it is that a lead turns into an opportunity; this helps to focus on the most promising leads to maximize sales.

Pega Sales Automation™ uses self-learning, adaptive models to generate the lead score.

The adaptive model provides a set of key predictors that are based on the analysis of production data.

Click the lead score to view the top three predictors affecting the lead score.

Open the detailed predictor model to view the top eight predictors.

The chart indicates if the predictor has a positive, neutral, or negative effect on the lead score.

Click on a predictor to view the propensity for each predictor value.

The lead score is dynamic and responds to changes in the lead data. For example, here, the lead score changes when you add activities to the lead, or when the lead ages.

Leads can be sourced via marketing campaign responses, business cards scanned by using the Pega Sales Automation mobile app, forms on websites, Pega’s Sales Chatbot, or bulk file import.

However, leads can also be created manually.

Click Create lead to add a new lead.

Depending on the selling mode of your application, you have the option to create individual, business, or both types of leads.

An Individual lead is a prospect in a B2C environment.

A Business lead is a prospect in a B2B environment.

Enter the prospect details.

You nurture the lead by communicating with the prospect.

Create activities to capture the communications with the prospect.

It is critical to document the outcome of the interaction with the prospect.

Update the lead stage when the lead fulfills the criteria for the next stage.

The Actions menu allows you to take actions on the lead, for example, changing, cloning, merging, or converting the lead.

Convert the lead to an opportunity when the organization’s criteria are fulfilled.

Select if you want to convert the lead To new contact or To existing contact.

Select if you want to convert the lead To new opportunity or To existing opportunity.

Enter Opportunity name, Amount, and Close date.

Use the Do not convert opportunity option if you want to convert the lead to a contact-only.

Click Submit to convert the lead.

The lead is converted to an opportunity, which is part of the sales pipeline.

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