Understanding Leads and Accounts

What

This article explains the key differences between leads and accounts in ShareBuilder CRM, helping users understand how to manage potential and existing customers efficiently.

Why

Differentiating between leads and accounts allows sales teams to allocate their time and resources more effectively. By keeping leads separate from confirmed accounts, sales teams can nurture potential customers while prioritizing existing business relationships to drive revenue growth.

How

Leads in ShareBuilder CRM

• Definition: Leads represent potential sales opportunities—individuals or businesses that have shown interest in your services but have not yet been fully qualified as an account.
• Key Characteristics:
  • Leads can be requested by any Account Executive (AE), encouraging proactive sales outreach.
  • They are often generated through marketing efforts or prospecting.
  • ShareBuilder CRM allows integration with lead management tools like HubSpot to ensure seamless tracking.

Accounts in ShareBuilder CRM

• Definition: Accounts are fully qualified customers that have entered the sales pipeline and represent active or past business relationships.
• Key Characteristics:
  • Accounts are assigned to specific AEs to maintain structured client relationships.
  • They require ongoing management, including tracking booked revenue, forecasting, and sales activity.
  • Prioritizing high-value accounts helps sales teams meet budget goals efficiently.

Managing Leads & Accounts Effectively:

• Converting a Lead to an Account:
  • When a lead demonstrates strong sales potential, an AE can request to convert it into an account.