Manage the lead lifecycle
Tom is an account executive at Contoso. He’s just been assigned a batch of new leads from last week’s webinar. He needs to work through them systematically: researching each one, capturing notes, updating the lead record, and ultimately deciding whether to qualify them to opportunities or disqualify them. Here, you learn how to configure and manage the lead lifecycle in Dynamics 365 Sales, including the lead form, views, business process flows, and lead qualification and disqualification.
| Lead Stage | Status | Key Actions |
|---|---|---|
| Initial review | Open – New | Assign to account executive; review lead source and basic information |
| Active engagement | Open – Contacted | Research company; log calls and meetings; identify stakeholders |
| Decision point | Qualified or Disqualified | Qualify to opportunity or disqualify with reason |
| Post-decision | Inactive (closed) | Preserve historical record; reactivate if circumstances change |