Lead and Opportunity in Dynamics CRM 2011/2013/2015


Here are some basic things related to Lead and Opportunity in CRM.


Leads are records that you have not yet qualified as desirable prospects for your organization. For example, if someone visits your Web site and submits a “contact us” form, your organization may want to follow up and qualify them. Once qualified, a lead is converted into an account, a contact, and possibly an opportunity. Leads that are disqualified are kept in the database for reporting purposes but are otherwise hidden from standard views. Depending on your situation, you may find that your organization makes heavy usage of leads or does not need to use leads at all. Organizations that spend a lot of time trying to filter out unqualified leads (those that they do not wish to do business with) typically find that leads are an important part of CRM. Organizations that have a captive audience of qualified leads and customers (such as a public utility) may not need to use leads at all.


Opportunities are potential transactions that your organization may engage in with a targeted customer. They are linked to the customer (an account or contact) to which they are related.

Hope this helps.

Happy CRM’ing

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