At the bird's eye level, there are three stages of a customer. In the outer-most stage, you have a list of customers that you like to connect with. We call these outer-most customers as Targets. Once you connect with your Target, via some campaign or by the Target contacting you direct, we convert the Target to a Lead. A Lead is therefore a potential customer that you have had some interaction with. Once the Lead transitions to a paying customer, the Lead is converted to a Contact and/or an Account.
The fields of a Lead are very similar to that of a Contact. The only required field is the Last Name. If there are any fields that are not used by your business, we encourage you to go to the Admin Layout area ad remove them from the layout. Simplifying the CRM is one sure way to increase productivity.
On Professional and Enterprise editions, if Exchange Server Synchronization is enabled, you will see a Create Exchange Folder field. This field is user-specific and it instructs the CRM to create drop folders on Exchange Server.
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