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A true lead, who is a respondent to marketing efforts, has explicitly requested more information about the company or its products. These leads should immediately be scored (a topic discussed later in this chapter) and put on the telesales call-down list in order of “hotness.” Check out the discussion on this topic in Chapter 9.

Once these basics are agreed to (and documented in the project wiki or Google Drive area), the SFDC screens and variables need to be customized to fit the company’s model. Almost always, a few custom fields (such as a calculated field for the sales region) need to ...