Qualifying multiple Leads from the same company?

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Posted on by Community Member

Microsoft Dynamics CRM Online 2013

Hi guys,

We often have multiple leads who all belong to one company, but when we qualify them, they create separate Accounts and Opportunities. Is there a way of qualifying multiple leads to a single Opportunity and single Account?

Currently we qualify them all, delete all but one Opportunity, and merge the Accounts one by one which is very time consuming.

Any ideas?

Thanks in advance,

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Mamatha Swamy 5,426 on at

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Can you share why you would track multiple leads that contribute to a single opportunity?

If they are coming from external sources, you could merge the leads before qualifying them. Also, set up duplicate detection rules for Account so that you get prompted when creating duplicate accounts.

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Thanks for you response Mamatha.

It's really due to the difference between Marketing and Sales departments. For Marketing, "Leads" are individual people, where as Sales see prospects as a company (for our service/product).

Consider this example, let's say we sell electricity:

Bob, Joe and Daniel are all relevant employees for Cafe XYZ. So they will be three different Leads, we might find out about Bob at an event, and Joe from an online subscription. Let's say Joe is their team leader, but Joe and Daniel are both not really interested. Bob is really really interested and he proceeds on to become an Opportunity, possibly Client as well. At this stage we still want our historical conversation with Joe and Daniel, and all three are from the same team from the same company.

So in short, three Leads, Bob, Joe, and Daniel are now to be qualified to a single Opportunity and Account, Cafe XYZ, and are added as Contacts under Cafe XYZ.

They don't need to buy electricity 3 times because it's just for a huge cafe. Once the deal closes, Joe and Daniel will be involved as well because of their role.

How can I make this work?

Thanks in advance,

C

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Aileen Gusni 44,524 on at

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Chon,

Really understand your concern in real practice here.

Question:

Do you think the duplicate detection once Bob/Joe/Daniel qualify the Lead would help you?

www.powerobjects.com/.../using-duplicate-detection-rules-in-crm-2013-when-qualifying-a-lead

So in short, three Leads, Bob, Joe, and Daniel are now to be qualified to a single Opportunity and Account, Cafe XYZ, and are added as Contacts under Cafe XYZ.

--> Is Bob/Joe/Daniel be able to see the Lead/Account/Contact records each other?

The reason why I am asking before if they are able, then you can ask them to fill the exiting account and existing contact lookup fields to the existing account/contact, that is Cafe XYZ.

See this:

community.dynamics.com/.../143014.aspx

It is possible to not creating Contact or Account again once qualify if only they key in the existing contact or account, but for opportunity, it would still create.

They don't need to buy electricity 3 times because it's just for a huge cafe. Once the deal closes, Joe and Daniel will be involved as well because of their role.

--> Yes correct.

Do you have a naming convention ID for account number or account reg number or any unique ID for accounts?

Just for insight, one of my client need credit control first to verify the real account and prevent duplicate, then once this account is okay then they qualify, after qualify, they need to fill a number given by credit control, can be any number. So that it can prevent Bob to qualify again if Joe has done it.

If they can't see each other, then the CRM wont detect as the duplicate data because cannot see Bob Data or Joe Data.

--> Once qualify to opportunity, you can use Sales Team connection role subgrid to store your Sales Team, key in Bob, Joe, and Daniel.

Hope this helps!

Thanks.

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PS 23,577 on at

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Hi

You need to use a field called 'Parent Account' on lead form; while creating a lead select this if the lead for existing customer. This is a standard field launched for the same purpose.

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Thanks for the replies guys, however this is still a problem.

Being able to qualify multiple leads belonging to the same company to a single Account and single Opportunity (but multiple Contacts) is super important as it makes the CRM usable or unusable for my company. On top of that, it is used by our Sales team so it has to be as simple as possible.

A brief background and history - we started using CRM without using the Leads entity, data quality was hectic. Then for marketing purposes, we started using the Leads entity, and then we found this very problem - due to the nature of how we do business, our 'clients' are companies, but throughout the sales process we are usually dealing with multiple contacts. So our consultant told us to not use Leads, and only use Opportunities and Accounts. However, once again due to marketing requirements, it meant that the data quality restrictions we put on Accounts apply to both clients (who we know really well and have great data for) and leads (often just a name and email). That didn't work, and we've gone back to using Leads. It's been quite back and forth and it just seems that CRM is not capable of handling our requirements which probably isn't that uncommon.

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Aileen Gusni - the current workaround we are doing is qualify all the leads, then delete/merge duplicate Opportunities and Accounts. So duplicate detection would not work as we need something instant and simple (Sales team has no patience for anything more than a few clicks and they just end up not using it).

Bob/Joe/Daniel are Leads, they do not have access to our CRM so they cannot see each other's records.

I saw the link you provided (community.dynamics.com/.../143014.aspx) - but we still need to create multiple Contacts (one for each Bob, Joe and Daniel), so that wouldn't work.

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PS - this does not work either as these Leads almost never have an existing Account already

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We just need a way of doing the following:

Lead A, and Lead B, and Lead C, all from company XYZ. When qualified, becomes Account XYZ, and Opportunity XYZ, and Contact A, and Contact B, and Contact C.

Is there really no way of doing this...? :(

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Community Member on at

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Hi Chon

Did you ever get a response to this? I have the same issue. We register attendees from an event as leads in our CRM, then qualify to only 1 opportunity but want to keep the contact records as a result. I am interested to see if you solved the issue.

Cheers

Luka

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Julien Nunes Goncalves 15 on at

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Hi all,

Was any actual workable solution found for this issue?

Thanks,

Julien

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