Let us take a look at a business scenario relating to leads.
Race2Win Insurance Company set up a booth at a trade show to market to potential customers. The marketing team present at the show took down information about each person that visited the booth and expressed interest in one or more of Race2Win's insurance products or services. This information included the visitor's name, address, phone numbers, and information about the company they worked for.
The trade show has ended, and as part of Race2Win's marketing strategy, they will now enter the information collected into their Dynamics CRM system as leads. The people that showed interest are all potential customers.
The marketing team can now pass these leads on to the various inside sales people to make phone calls following up on the interest expressed at the trade show. As mentioned in Chapter 2, Activities and Notes, these phone calls can be tracked as activities in order to help track...