Leads come from multiple sources (online forms, lists, referral, and cold call). But how to manage and get the most out of the acquired contacts? And how do you keep track of the ones that become real opportunities? For most companies, managing and tracking leads consistently remains one of their biggest business challenges.
With NetSuite CRM, you have multiple formats to enter the contacts, including online forms to capture them directly from the web, the possibility of importing CSV and XML that includes the detection of duplicates when we use purchased lists; and manual loading of those obtained through cold call and referral – see below how to create leads. NetSuite CRM products also allow you to customize the qualification of leads and assign a score in the most appropriate way to your business, as well as giving the possibility of customizing the visualization of the data in a different way depending on the department you are dealing with.
That NetSuite CRM allows customers to be classified as “company” and as “individual”, enables segmentation based on the attributes or habits of either the end consumer or intermediaries / distributors. It is also possible to manage the funnel by monitoring different factors such as the weight of sales by product / service, purchase requirements and more. Adding these elements to the planning and reporting display is very easy.
As we have already said, we can create custom fields to adapt NetSuite app, but before making modifications it is important that you have the business process mapped so that the consistency of the data is not lost due to differences between the process and the customization. If an exact flow has not been established, customizing the CRM can lead to a chaotic data set that is useless for both sales and marketing, so that it is unable to add value to the business.
If you configure the field as “default lead type = individual,” the leads will be unqualified contacts that the sales team must qualify and “convert” into companies (which in turn become prospects and customers). If you set the field as “company” then the leads will be companies and the contact persons will be nested under their category by default. These “business leads” will evolve in the same way, to prospects and customers, but saving the first step, which would be “lead as an individual to qualify.” In this way you qualify the companies and all the contacts included in it.
As we have already mentioned, before creating a custom field it is important to map the business process, draw the flow, so that you can visualize the needs of your company to optimize the CRM. It can be a field that shows information about the client that only your company may need, but it is not only used for CRM, but for any other module, such as custom inventory or accounting fields. Adding a custom field is not difficult. Go to:
By default, your name appears as the owner of the field, and only the owner can modify it. Enter the description of the field. In the field type, select the type of customization you want to create. The type determines the rest of the options to configure on this page. If you have chosen Multiple Selection or List / Record, then you must select the list or file that contains the items (articles) to choose from within the field.