Sugar Express User Guide Version 5.5.0 Beta 2

Leads Module

Use the Leads module to create and manage sales leads for your organization.

Leads are early contacts in the sales process. After they have been evaluated and assessed, you can convert them into contacts, opportunities, and accounts. You can associate a lead with any type of campaign to track the effectiveness of the campaign in generating opportunities for your organization.

You can create Leads in Sugar and you can also import them into Sugar as a comma delimited, tab delimited, or custom delimited file. When you import Leads, you can select the default value for the Lead Source, such as Direct Mail, Trade Show, and so on from the drop-down list in the Default Value column.

To import Leads, click Import in the Shortcuts menu. For more information on importing data, see “Importing Data” on page 129.

To create a lead

1.	In the Shortcuts menu, click Create Leads.

Alternatively, you can use the New Lead quick form displayed below Shortcuts.

2.	On the Leads page, enter information for the following:

Lead Source. From the drop-down list, select the origins of the lead such as Trade Show or Direct Mail.

Lead Source Description. Enter a brief description of the lead source.

Status. From the drop-down list, select the status of the lead such as New or In Process.

Status Description. Enter a brief description for the lead status.

Campaign. To associate the lead with a campaign, enter the campaign name or click Select to select it from the Campaigns list.

Referred by. If someone referred the lead to you, enter the information in this field.

First Name. Enter the lead’s first name.

Last Name. Enter the lead’s last name.

Office Phone. Enter the lead’s office phone number.

Mobile. Enter the lead’s mobile phone number.

Home Phone. Enter the lead’s home phone number.

Other Phone. Enter the lead’s alternative phone number, if any.

Fax. Enter the lead’s fax number.

Email. Enter the lead’s email address.

Other Email. Enter the lead’s alternative email address, if any.

Email Opt Out. Select this box if the lead opted to not share their email address with you.

Invalid Email. If an email address is invalid, select this box

Account Name. Enter the name of the company related to the lead. When you convert the lead, you have the option to create the account as a related record.

Title. Enter the business title of the lead.

Department. Enter the department to which the lead belongs.

Do Not Call. Check this box to add the lead’s name to the Do Not Call list. This is to ensure that the lead is not targeted during campaigns.

Assigned to. Enter the name of the individual who is responsible for the lead. To choose an existing user, click Select, and choose the person from the User List. By default, this is assigned to you.

Email Address(es): Enter an emails address for the organization and your contacts and campaign targets within the organization. If an email address is incorrect, select Invalid to indicate it. If you sent out campaign emails this contact and the individual chose to opt-out of receiving them, select Opted Out.

To add an additional email address, click Add Address. You can add multiple email addresses.

Address Information: Enter the primary address and other address information. To copy the other address from the primary address, select the Copy address from left checkbox.

If you select a lead from the Lead list, the system automatically enters the address for you. However, you can edit this information if needed.

Description: Enter a brief description for the lead.

3.	Click Save to save the new lead information; click Cancel to return to the Leads home page without saving the information.

After you save the lead, the lead’s detail page displays on the screen. You can create activities and view past marketing activities including a list of any campaigns that were sent out to the lead.

Managing Lead Information

You can manage and track leads through their lifecycle.

To manage leads

•	To search for a lead, use the Search sub-panel on the Leads Home page as described in “Searching for Information in Sugar” on page 27.

•	To import and export leads through vCards, follow the process described in “Using vCards to Import and Export Contacts” on page 50.

•	To pull in account data from data sources such as Linkedin, select the data source from the lead’s Detail View. For more information on data sources, see “Integrating Data from External Sources” on page 20.

•	To import records, click Import in the Shortcuts menu of the Home page. For more information on importing data, see “Importing Data” on page 129.

•	To export records, select them from the list, click the Export link and follow the process described in “Exporting Data” on page 137.

•	To merge duplicates, click the Merge Duplicates link and follow the process described in “To merge duplicate records from the list view” on page 25.

•	To track changes to the lead information over time, click the View Change Log link.

•	To edit or delete information some or all of the leads, use the Mass Update panel as described in “To edit or delete multiple records” on page 19.

•	To view detail information, click on the lead name the list.

•	To edit information, on the detail page, click Edit.

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To manage newsletter subscriptions, on the detail page, click Manage Subscriptions. To add the individual to a newsletter subscription mailing list, select the newsletter from the Available NewsLetters list and drag it to the NewsLetters Subscribed To list. Similarly, to remove the individual from the mailing list of a newsletter, drag the newsletter from the Newsletters Subscribed to list to the Available Newsletters list. Click Save to update the information.

•	To duplicate a lead, on the detail page, click Duplicate.

•	Duplication is a convenient way of creating a similar lead. You can change the information in the duplicate record to create the new lead.

•	To delete a lead, on the detail page, click Delete.

•	To convert a lead to a contact, click Convert Lead. Optionally, you can also convert the lead to a related Account, Opportunity, and Appointment.

•	To view and edit related information in a sub-panel, see “To manage related information in sub-panels” on page 18.

Note:

You can create Web-to-Lead forms for use in your Web-based campaigns and other sources such as your Website. This Lead information is saved in the Sugar database and can be used to generate opportunities for your organization. For more information, see “Creating Web-to-Lead Forms” on page 112.