Lead Management in Sugar 7

Written by: Josh Sweeney and Briana Gross

Opportunities, SugarCRM and Third Party add-ons

OPPORTUNITIES

Users have the option to create leads from an existing opportunity within SugarCRM.

This is a beneficial feature because not all leads are imported or filtered from a web form.

OPPORTUNITIES

You may have a sales member enter an opportunity into the system and then need to add additional information to the record.

Along with that you may want to associate a lead, this person is a contact for the opportunity but they may not be a customer/contact yet.

OPPORTUNITIES

Navigate to the opportunity tab and select View Opportunities

OPPORTUNITIES

Select the Opportunity you want the lead related to.

For this example we will choose the T-squared opportunity.

CREATE A NEW LEAD

Navigate to the Leads subpanel. From this panel you will have two options, create a new lead or relate an existing lead to this opportunity.

CREATE A NEW LEAD

Navigate to the Leads subpanel. From this panel you will have two options, create a new lead or relate an existing lead to this opportunity.

Create a New Lead.

CREATE A NEW LEAD

Navigate to the Leads subpanel. From this panel you will have two options, create a new lead or relate an existing lead to this opportunity.

Create a New Lead.

Click the + button to create a new lead within an opportunity.

CREATE A NEW LEADA new window will appear allowing you to enter all of the contact

information for the lead.

CREATE A NEW LEADYou can even add a picture in SugarCRM 7.

CREATE A NEW LEADOnce you have entered all relevant information click Save.

CREATE A NEW LEAD

You will notice two changes on the opportunity screen.

CREATE A NEW LEAD

The lead will be added to the Leads subpanel

CREATE A NEW LEAD

and the Le icon will now be colored in to indicate there is a lead in this subpanel.

CREATE A NEW LEAD

Empty subpanels display as gray.

LINK EXISTING LEAD

The second option of relating a lead to an opportunity is to use those that already exist in your system.

For example, this person may have comein through your web form and you have contacted them, created the opportunity and now want to relate that person to the opportunity.

LINK EXISTING LEAD

Navigate to the leads subpanel within the opportunity record.

LINK EXISTING LEAD

Click the dropdown arrow and choose Link Existing Record.

LINK EXISTING LEAD

A new window will appear allowing you to search and select a lead.

LINK EXISTING LEAD

A new window will appear allowing you to search and select a lead.

Select the Lead

LINK EXISTING LEAD

The lead will be added to your Lead subpanel in the opportunity record.

LINK EXISTING LEAD

You have seen how to add a lead to an opportunity but you also have the option to remove them from an opportunity record.

Some cases cause for the removal of a lead. This is an easy step.

LINK EXISTING LEAD

Navigate to your Lead subpanel and click the dropdown arrow next to the lead you wish to remove.

LINK EXISTING LEAD

Navigate to your Lead subpanel and click the dropdown arrow next to the lead you wish to remove.

Click Unlink and the lead will be removed.

REMOVING A LEAD

There may come a time when you need to remove a lead from the system all together.

There are two options for removing a lead and each includes just a few simple steps.

You can remove one lead at a time or remove several in one easy step.

REMOVING A LEAD

Navigate to your Leads dropdown and View Leads.

REMOVING A LEAD

Find the lead you wish to remove, you can use the search bar to find the lead quickly.

REMOVING A LEAD

Find the lead you wish to remove, you can use the search bar to find the lead quickly.

Click on the dropdown arrow next to the lead and click Delete. The lead will be removed from your CRM.

REMOVING A LEAD

You can also remove several leads with one simple click.

REMOVING A LEAD

Click the box next to any lead you want to remove (make sure there is a check in the box).

REMOVING A LEAD

Click the dropdown arrow in the header and click Delete.

The selected leads will all be removed at the same time.

SugarCRM AND THIRD PARTY ADD-ONS

You have read about all the different ways you can obtain leads and filter them into your SugarCRM.

Many companies have third party programs they use to obtain leads and with SugarCRM you can integrate these systems.

You will have the options to create, add, and score leads with add-ons.

FROM OUTLOOK

SugarCRM Professional and Enterprise editions offer customers a Microsoft Office Outlook plug-in to synchronize information

between the system and the user’s desktop application.

FROM OUTLOOK

From Outlook, the user can synchronize his or her contacts and calendar data with to the SugarCRM system, and individual emails can be parsed to create Leads, Accounts, Bugs, Opportunities, and Cases.

FROM OUTLOOK

Click on the New Sugar Record button and select Lead.

FROM OUTLOOK

A pop up window will prompt you for more information about the Lead, and offer a list of contacts found in various places in the email.

FROM OUTLOOK

Fill in the information and click the OK button.

The Lead will be imported to your SugarCRM instance with the details you specified and will be assigned to your user account.

GMAIL LEAD CREATION

Using the add-on Collabspot you can create a lead from the email account you use daily. This saves your team a lot of time and no more entering information in several different places.

GMAIL LEAD CREATION

When an email is received by someone who is not a lead or contact in your SugarCRM you will have the option to add them.

GMAIL LEAD CREATION

Click the icon on the right of your screen. This will open the Collabspot options window.

GMAIL LEAD CREATION

Click Add to Sugar as a Lead.

GMAIL LEAD CREATION

Fill in the information that you have for the lead.

Note, you must have a last name and email address before saving.

GMAIL LEAD CREATION

Then click the create check mark.

GMAIL LEAD CREATION

Once the lead had been created you will notice the screen will change and an L. is located in the upper left hand corner to indicate that this record is a lead within your Sugar system.

PARDOT CONNECTOR

There are many different marketing automation programs that will allow you to gain lead information from your website, email marketing campaigns, etc. and filter it into your CRM.

For this example we will look at the Pardot Connector.

(Marketing Automation Programs)

PARDOT CONNECTOR

You can have a form on your webpage allowing customers to contact you or sign up for a newsletters.

When the person inputs the required information a lead will be created in Pardot.

Since this can also be connected to your SugarCRM the lead will be created in the CRM as well.

(Marketing Automation Programs)

PARDOT CONNECTOR

Pardot does all the hard work for you with lead scoring, tracking history, comments, and much more.

Then this information is filtered into your CRM allowing you to access all of the relevant lead data in one place.

(Marketing Automation Programs)

PARDOT CONNECTOR(Marketing Automation Programs)

Pardot Lead Record.

PARDOT CONNECTOR(Marketing Automation Programs)

SugarCRM/Pardot Lead View.

PARDOT CONNECTOR(Marketing Automation Programs)

SugarCRM/Pardot Lead View.

Pardot Grade and Score.

PARDOT CONNECTOR(Marketing Automation Programs)

SugarCRM/Pardot Lead View.

Lead comments.

PARDOT CONNECTOR(Marketing Automation Programs)

SugarCRM/Pardot Lead View.

Pardot URL (will link you to Pardot Lead Record)

PARDOT CONNECTOR(Marketing Automation Programs)

SugarCRM/Pardot Lead View.

Related Campaign and Activity Log.

PARDOT CONNECTOR(Marketing Automation Programs)

Not only will Pardot send this information to your CRM but it will also allow you to assign your Leads to a team member and alert them once the lead is created.

This allows your sales team to follow up with a newly created lead as quickly as possible.

CONCLUSION

As you have seen there is a multitude of ways to use leads within SugarCRM.

The options seem limitless and can help your team manage leads whether

they are in the office or in the field.

CONCLUSION

Now that you know nearly all of the ways to work with leads in SugarCRM you must map out a crucial process, the lead flow process. No CRM system available will help a business properly manage leads if the sales people do not have a process to follow. By

mapping out a process of when and how to use each lead section identified in this book you will ensure that each and every sales person understand the business

process around lead management.

CONCLUSION

Lead management is important and useful if and when used correctly. Have your team take the time to understand the different solutions within this book and find what works best for your sales and marketing teams. They can only be successful if they

know how and why to manage leads within the CRM.

Contact Us

HAVE QUESTIONS?

sales@atcoresystems.com