Understanding Leads and contacts in CRM Dynamics

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I know that when creating a Lead, It asks me to put in a Name (mandatory) and Topic. If I have a situation where I am pitching a campaign to 3000 different companies, I don't necessarily know the contact person right away. How can I pitch out my campaign to 3000 different companies without putting in actual Names but still knowing which company I am dealing with. I am trying to understand this situation from a sales person point of view. When I pitch a campaign, it's a funnel where I work my way from bottom to topic until I get to the right person, before converting it to an opportunity and closing off the sale.

Any help would be greatly appreciated.

Thank you in advance

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Deepesh161 6,317 on at

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You can always check the business required attribute on the fields right?

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razdynamics 17,308 User Group Leader on at

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Hi Shabeer, if you have Leads for 300 Companies, your leads should atleast include an email or correspondence, and a Name...whether it is a Contact from the Company, or the Company Name itself. You could use Topic for the Product your marketing, and Name for the company. This is so once they have expressed an interest in your product or service from your Marketing Campaign you will QUALIFY them into an Actual Contacts / Account Record associated Opportunities. So You need to have a Name for the Company or Person so when you Do qualify the Lead, it will be able to create the associated Company Account/Contact.

You Don't HAVE to use Leads, but Leads is a great way of preserving your Accounts and Contacts from the Marketing Leads that you don't already have a relationship with, and running Campaigns to convert them into Actual Contacts and Opportunities once you know they have expressed an interest in your product or service. A Lead can be linked to an existing Contact or Account so that when it Qualifies it doesn't create duplicates.

I Hope this answers your question :)

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Hi Raz , Thank you for your response. I understand what you are saying here. But the Name in Lead is being tied to a Contact and Company is being tied to Account once the lead qualifies. I can understand that I would need to put in a Company but if I pitch out a lead to 300 companies, I have no idea the person that I will be talking. How can I solve that issue?

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razdynamics 17,308 User Group Leader on at

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Sorry when you say 'Pitch out a Lead', please can you elaborate as it sounds like something very fundamental to the way marketing campaigns work is missing here?

If you mean you would like to set the name and email of the Lead to both the Account & Contact You can Set the 'Fields Mappings' in the Lead Entity - Contact / Account for the fields to Map the Values of Name to both instead just either one.

I think you will need to be a bit more specific about what your actually doing in crm with the leads so I can help you more :)

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Hi Raz

What I mean by 'Pitch out a Lead' I mean to say when I get in contact with a company. It is usually through emails such as 'info@companyx.com' or 'support@companyY.com'. Now the person who reads emails coming into those emails are people of whom I have no information. I would then be redirected to other people assuming someone does read my email. Through the process of Leads I also collect information about people. How can I use Leads in a much more efficient way with such a scenario. Because the way it works is that if I am selling my product/service to company, I tend to be moved around to different people because someone might take care of one thing for a company but the big boss might be someone else. So I don't want to create a contact for every single person that I come into contact with through the process of acquiring a customer. Is there a better way other than just creating just creating a contact for every single person?

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razdynamics 17,308 User Group Leader on at

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Hi Shabeer, what you have just describes is exactly how CRM is supposed to work, and every contact in your CRM is a Valuable asset, as it is a Potential relationship that could lead to a deal. So its actually a good thing that your encountering many contacts during the lead process, as a stronger relationship you have with these individuals in your business the more likely they will do business with you. These are the fundamentals of CRM, there are no shortcuts to true CRM. CRM encourages good business relationship building and a very important part of the lead process.

I know its not what you wanted to hear, but this is the reality of CRM. hope this answers you question :)

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Hi Raz,

Thanks for the quick responses. This brings me to my next question. Suppose I encounter some people during the Lead process. I encounter person A which leads me to person B and after talking to him for a while, he redirects me to person Z. Is there a way to keep track of the communication as to who redirected me to who and what we talked about? Or are you suggesting that I use the 'Notes' tab?

BTW do you have a personalized twitter page?

Thanks :)

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