Best Practices for Creating New Leads & Managing Qualified Leads
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Best Practices for Creating New Leads & Managing Qualified Leads
SOLVEHi @KHennessy8,
Happy to help here:
@KHennessy8 wrote:
Handling Leads Post-Deal Creation:
- When a company becomes a qualified lead and a deal is automatically created in the pipeline, and then the deal is won, should I delete the lead that is on the account itself? Even though it's in the "qualified" stage of prospecting, it feels like it should move out of this section after some time.
I would keep the lead and not delete it for reporting. Deleting a record in HubSpot always means that it cannot be referenced by reports and analytics anymore. If you're creating a lead report, it would be skewed negatively, overpresenting leads that have not been qualified.
Prospecting and the leads object are fairly new and I'm sure the product team will introduce more customization options to remove qualified leads from views over the course of the next couple of months.
@KHennessy8 wrote:
- Do other companies have a process preference for creating leads at the contact level versus the company level? We typically create the lead at the contact level, but there have been times when a partner mentioned a company that could be a potential lead, so we open the lead under the company's name and update once we have a contact.
In my opinion, this comes down to two things:
- Are you predominantly selling to individuals or to companies? If it's the former, create contact leads. If it's the latter, lean towards company leads.
- If for some reason that rule cannot be followed, use the other object as a fallback, e.g. if you cannot identify your contact person yet, create a company lead. If you have a contact who works for multiple companies and has shown general interest but not mentioned which company for, create a contact lead.
The great thing is that it will all come back into a deal record, meaning that in most cases, it doesn't make too big of a difference; the prospecting tool can be flexible to whatever information a sales person can get and then associate additional records as they go.
@KHennessy8 wrote:
- I've noticed that emails linked to the contact level of the lead are not shown on the deal level once it's been created. Having these linked emails is crucial for maintaining important context. How do you manage this, and do you have any best practices to ensure all relevant information is accessible?
If the deal is still open and one of the most five receont ones, that association should happen automatically: https://knowledge.hubspot.com/records/associate-activities-with-records#contact-activities
If the requirements are met but you're seeing something else, how exactly are you sending those emails? (in the CRM, using a sales extension, BCC address etc) In any case, this would then be unexpected behavior and I'd recommend flagging this with HubSpot support.
Hope this helps, have a great day!
| Karsten Köhler |
 | Did my post help answer your query? Help the community by marking it as a solution. |
Best Practices for Creating New Leads & Managing Qualified Leads
SOLVEHi @KHennessy8,
Happy to help here:
@KHennessy8 wrote:
Handling Leads Post-Deal Creation:
- When a company becomes a qualified lead and a deal is automatically created in the pipeline, and then the deal is won, should I delete the lead that is on the account itself? Even though it's in the "qualified" stage of prospecting, it feels like it should move out of this section after some time.
I would keep the lead and not delete it for reporting. Deleting a record in HubSpot always means that it cannot be referenced by reports and analytics anymore. If you're creating a lead report, it would be skewed negatively, overpresenting leads that have not been qualified.
Prospecting and the leads object are fairly new and I'm sure the product team will introduce more customization options to remove qualified leads from views over the course of the next couple of months.
@KHennessy8 wrote:
- Do other companies have a process preference for creating leads at the contact level versus the company level? We typically create the lead at the contact level, but there have been times when a partner mentioned a company that could be a potential lead, so we open the lead under the company's name and update once we have a contact.
In my opinion, this comes down to two things:
- Are you predominantly selling to individuals or to companies? If it's the former, create contact leads. If it's the latter, lean towards company leads.
- If for some reason that rule cannot be followed, use the other object as a fallback, e.g. if you cannot identify your contact person yet, create a company lead. If you have a contact who works for multiple companies and has shown general interest but not mentioned which company for, create a contact lead.
The great thing is that it will all come back into a deal record, meaning that in most cases, it doesn't make too big of a difference; the prospecting tool can be flexible to whatever information a sales person can get and then associate additional records as they go.
@KHennessy8 wrote:
- I've noticed that emails linked to the contact level of the lead are not shown on the deal level once it's been created. Having these linked emails is crucial for maintaining important context. How do you manage this, and do you have any best practices to ensure all relevant information is accessible?
If the deal is still open and one of the most five receont ones, that association should happen automatically: https://knowledge.hubspot.com/records/associate-activities-with-records#contact-activities
If the requirements are met but you're seeing something else, how exactly are you sending those emails? (in the CRM, using a sales extension, BCC address etc) In any case, this would then be unexpected behavior and I'd recommend flagging this with HubSpot support.
Hope this helps, have a great day!
| Karsten Köhler |
| Did my post help answer your query? Help the community by marking it as a solution. |
