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Implementing SugarCRM by Michael J.R. Whitehead

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The Sales Pipeline: Leads and Opportunities

Now that you have practiced putting accounts and contacts into the system, and linking contacts to accounts, let’s go on to learn about a few more key types of information your CRM can organize for you.

Within just about all CRM systems, there exist the dual concepts of Leads and Opportunities. They are kept as separate items of information, even though they may sound very similar to each other. The generally accepted distinction between them is that a lead is a person’s name, and company name, which have come to you in a way such that you cannot be certain they are interested in your products and services. An opportunity is what a lead becomes once you have been in touch with the person and confirmed ...

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