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Dynamics 365 Leads vs Prospect Accounts

June 18, 2024 by in About Microsoft Dynamics 365, Microsoft CRM Software Implementation, Microsoft Dynamics CRM - Overview, Microsoft Dynamics CRM User Adoption

Why you should consider changing the way you manage suspects and prospects in Dynamics 365

The idea of using Leads in Dynamics 365 for Sales is attractive as it allows you to completely separate “suspects” from prospects and customers however this is an area that we see sales teams struggle with. Why? Mainly because the structure of leads in Dynamics 365 is very different than accounts/contacts requiring sellers to spend time on proper data hygiene which in many cases does not happen.

Lead records in Dynamics 365 contain a company and a person in one record. This is very different than the accounts/contacts are where a single account record can have many contacts associated. When a seller is working on a lead and they have a need to track more than one person they can either create a second lead record or qualify the lead to a prospect account just to be able to manage more than one contact at the company, neither is a great option.

Creating a second lead record is not recommended because it creates a second completely separate record in the system and when it is time to qualify one of the lead records for the company the seller should then go back, open each lead record for the company, set the parent account field and then qualify the lead record. This will create a contact record that is regarded to the account created when the first lead for the company was qualified.

Confused? Imagine how your sellers feel. Watch this short video to see the common issues using leads in sales and a much better way to manage suspects and prospects.

If your team is struggling with lead management in Dynamics 365 we can help. Schedule a call with one of our experts. 

About David Buggy

David Buggy is the Founder & President of Strava Technology Group, a NJ based top Microsoft partner and one of the most experienced partners in the Microsoft channel on Customer Relationship Management. David is a veteran of the CRM industry with over 20 years of experience helping businesses successfully adopt and manage Customer Relationship Management solutions. David and his team have helped hundreds of organizations including Salvation Army, Stuart Haas Racing, and Penn State University plan, implement and support CRM initiatives. To learn more about Strava Technology Group visit www.stravatechgroup.com.

    Microsoft Dynamics 365 Partner Consultant

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