The Lead Management in SugarCRM Series outlines everything you need to know about lead management in SugarCRM. Part 7: Adding Leads and Opportunities

1. Lead Management in Sugar 7
Opportunities, SugarCRM and Third Party add-ons
Written by: Josh Sweeney and Briana Gross

2. OPPORTUNITIES
Users have the option to create leads from an
existing opportunity within SugarCRM.
This is a beneficial feature because not all leads
are imported or filtered from a web form.

3. OPPORTUNITIES
You may have a sales member enter an
opportunity into the system and then need to
add additional information to the record.
Along with that you may want to associate a
lead, this person is a contact for the opportunity
but they may not be a customer/contact yet.

4. OPPORTUNITIES
Navigate to the opportunity tab
and select View Opportunities

5. OPPORTUNITIES
Select the Opportunity you want
the lead related to.
For this example we will choose
the T-squared opportunity.

6. CREATE A NEW LEAD
Navigate to the Leads subpanel. From this panel you will have two options,
create a new lead or relate an existing lead to this opportunity.

7. CREATE A NEW LEAD
Navigate to the Leads subpanel. From this panel you will have two options,
create a new lead or relate an existing lead to this opportunity.
Create a New Lead.

8. CREATE A NEW LEAD
Navigate to the Leads subpanel. From this panel you will have two options,
create a new lead or relate an existing lead to this opportunity.
Click the + button to create a
new lead within an opportunity.
Create a New Lead.

9. CREATE A NEW LEAD
A new window will appear allowing you to enter all of the contact
information for the lead.

10. CREATE A NEW LEAD
You can even add a picture in SugarCRM 7.

11. CREATE A NEW LEAD
Once you have entered all relevant information click Save.

12. CREATE A NEW LEAD
You will notice two changes on the opportunity screen.

13. CREATE A NEW LEAD
The lead will be added to the Leads subpanel

14. CREATE A NEW LEAD
and the Le icon will now be colored in to
indicate there is a lead in this subpanel.

15. CREATE A NEW LEAD
Empty subpanels display as gray.

16. LINK EXISTING LEAD
The second option of relating a lead to an
opportunity is to use those that already
exist in your system.
For example, this person may have come
in through your web form and you have
contacted them, created the opportunity
and now want to relate that person to the
opportunity.

17. LINK EXISTING LEAD
Navigate to the leads subpanel
within the opportunity record.

18. LINK EXISTING LEAD
Click the dropdown arrow and
choose Link Existing Record.

19. LINK EXISTING LEAD
A new window will appear allowing you to search and select a lead.

20. LINK EXISTING LEAD
Select the Lead
A new window will appear allowing you to search and select a lead.

21. LINK EXISTING LEAD
The lead will be added to your
Lead subpanel in the opportunity
record.

22. LINK EXISTING LEAD
You have seen how to add a lead to an
opportunity but you also have the option to
remove them from an opportunity record.
Some cases cause for the removal of a lead.
This is an easy step.

23. LINK EXISTING LEAD
Navigate to your Lead subpanel and click the
dropdown arrow next to the lead you wish to
remove.

24. LINK EXISTING LEAD
Navigate to your Lead subpanel and click the
dropdown arrow next to the lead you wish to
remove.
Click Unlink and the lead will be removed.

25. REMOVING A LEAD
There may come a time when you need to
remove a lead from the system all together.
There are two options for removing a lead
and each includes just a few simple steps.
You can remove one lead at a time or
remove several in one easy step.

26. REMOVING A LEAD
Navigate to your Leads
dropdown and View Leads.

27. REMOVING A LEAD
Find the lead you wish to remove, you can
use the search bar to find the lead quickly.

28. REMOVING A LEAD
Click on the dropdown arrow
next to the lead and click Delete.
The lead will be removed from
your CRM.
Find the lead you wish to remove, you can
use the search bar to find the lead quickly.

29. REMOVING A LEAD
You can also remove several leads with one simple click.

30. REMOVING A LEAD
Click the box next to any lead you
want to remove (make sure there
is a check in the box).

31. REMOVING A LEAD
Click the dropdown arrow in the
header and click Delete.
The selected leads will all be
removed at the same time.

32. SugarCRM AND THIRD PARTY ADD-ONS
You have read about all the different ways
you can obtain leads and filter them into
your SugarCRM.
Many companies have third party programs
they use to obtain leads and with SugarCRM
you can integrate these systems.
You will have the options to create, add, and
score leads with add-ons.

33. FROM OUTLOOK
SugarCRM Professional and Enterprise editions offer customers
a Microsoft Office Outlook plug-in to synchronize information
between the system and the user’s desktop application.

34. FROM OUTLOOK
From Outlook, the user can synchronize his or her contacts and
calendar data with to the SugarCRM system, and individual emails can
be parsed to create Leads, Accounts, Bugs, Opportunities, and Cases.

35. FROM OUTLOOK
Click on the New Sugar Record
button and select Lead.

36. FROM OUTLOOK
A pop up window will prompt you for
more information about the Lead, and
offer a list of contacts found in various
places in the email.

37. FROM OUTLOOK
Fill in the information and click the
OK button.
The Lead will be imported to your
SugarCRM instance with the
details you specified and will be
assigned to your user account.

38. GMAIL LEAD CREATION
Using the add-on Collabspot you can create a lead from the
email account you use daily. This saves your team a lot of time
and no more entering information in several different places.

39. GMAIL LEAD CREATION
When an email is received by someone who
is not a lead or contact in your SugarCRM you
will have the option to add them.

40. GMAIL LEAD CREATION
Click the icon on the right of your
screen. This will open the Collabspot
options window.

41. GMAIL LEAD CREATION
Click Add to Sugar as a Lead.

42. GMAIL LEAD CREATION
Fill in the information that you
have for the lead.
Note, you must have a last name
and email address before saving.

43. GMAIL LEAD CREATION
Then click the create
check mark.

44. GMAIL LEAD CREATION
Once the lead had been created you
will notice the screen will change and
an L. is located in the upper left hand
corner to indicate that this record is a
lead within your Sugar system.

45. PARDOT CONNECTOR
(Marketing Automation Programs)
There are many different marketing
automation programs that will allow
you to gain lead information from your
website, email marketing campaigns,
etc. and filter it into your CRM.
For this example we will look at the
Pardot Connector.

46. PARDOT CONNECTOR
(Marketing Automation Programs)
You can have a form on your webpage
allowing customers to contact you or sign
up for a newsletters.
When the person inputs the required
information a lead will be created in Pardot.
Since this can also be connected to your
SugarCRM the lead will be created in the
CRM as well.

47. PARDOT CONNECTOR
(Marketing Automation Programs)
Pardot does all the hard work for you
with lead scoring, tracking history,
comments, and much more.
Then this information is filtered into
your CRM allowing you to access all of
the relevant lead data in one place.

48. PARDOT CONNECTOR
(Marketing Automation Programs)
Pardot Lead Record.

49. PARDOT CONNECTOR
(Marketing Automation Programs)
SugarCRM/Pardot Lead View.

50. PARDOT CONNECTOR
(Marketing Automation Programs)
Pardot Grade and Score.
SugarCRM/Pardot Lead View.

51. PARDOT CONNECTOR
(Marketing Automation Programs)
Lead comments.
SugarCRM/Pardot Lead View.

52. PARDOT CONNECTOR
(Marketing Automation Programs)
Pardot URL
(will link you to Pardot Lead Record)
SugarCRM/Pardot Lead View.

53. PARDOT CONNECTOR
(Marketing Automation Programs)
Related Campaign and Activity Log.
SugarCRM/Pardot Lead View.

54. PARDOT CONNECTOR
(Marketing Automation Programs)
Not only will Pardot send this information to your CRM but it will also allow you to assign
your Leads to a team member and alert them once the lead is created.
This allows your sales team to follow up with a newly created lead as quickly as possible.

55. CONCLUSION
As you have seen there is a multitude of ways to use leads within SugarCRM.
The options seem limitless and can help your team manage leads whether
they are in the office or in the field.

56. CONCLUSION
Now that you know nearly all of the ways to work with leads in SugarCRM you must
map out a crucial process, the lead flow process. No CRM system available will help a
business properly manage leads if the sales people do not have a process to follow. By
mapping out a process of when and how to use each lead section identified in this
book you will ensure that each and every sales person understand the business
process around lead management.

57. CONCLUSION
Lead management is important and useful if and when used correctly. Have your team
take the time to understand the different solutions within this book and find what
works best for your sales and marketing teams. They can only be successful if they
know how and why to manage leads within the CRM.

58. HAVE QUESTIONS?
Contact Us
sales@atcoresystems.com