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Working with leads

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 create and convert leads to opportunities.

The following scenario shows 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.

Note: To see lead scores, the sales operations manager enables Lead ranking in the Administration > SA – AI Settings page,
Lead scores

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. The lead score is dynamic and responds to changes in the lead data.

In this example, the lead score changes when you add activities to the lead, or when the lead ages. The lead score can also change when you change the lead source.

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.

Create business lead dialog

The initial lead score equals 50. 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.

Create activity dialog

Update the lead as you gather more information from the customer and, when ready, qualify the lead.

Qualify the lead

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.

Convert lead to opportunity

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

New opportunity

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