View a Prospect

Overview

The Prospect management feature is a critical component of the Sell module, designed to help administrators nurture and qualify potential sales opportunities before they become formal leads. Prospects represent pre-lead contacts that may originate from various sources, such as marketing campaigns, events, or initial outreach. By providing a dedicated space to track detailed information about these contacts and their associated companies, administrators can systematically evaluate their potential and ensure that valuable opportunities are not missed.

This module facilitates the progression of prospects through various stages, allowing administrators to assign them to specific users or groups, check for duplicates, and ultimately convert them into qualified leads or accounts when they meet predefined criteria. This structured approach helps streamline the sales pipeline, improve lead quality, and optimize the handoff process to partners or internal sales teams, contributing to more efficient revenue generation.

Accessing and Viewing Prospect Details

Click the Aspen Mathews link in the Name column to view the prospect's details.

This screen displays the comprehensive details of a specific prospect, providing a centralized view of all relevant information. Prospects represent unqualified sales opportunities that have been submitted by or assigned to a partner, sitting at the initial stage of the channel sales funnel. Administrators and channel managers use this view to assess the prospect's potential, review their engagement history, track associated tasks, and understand their journey through various campaigns. The detailed information presented here, including contact, company, and competitive data, supports decisions on qualifying the prospect into a lead or deal, or assigning them to a partner for further engagement. This view also reflects the prospect's lead scoring and assignment history, offering insights into their progression and ownership within the platform.

Review the detailed information for the selected prospect, including their contact, company, and campaign data, as well as any associated tasks or notes, by scrolling through the various sections.

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Prospect Information

Company Information

Primary Address

Competitor Description

Campaign Information

Company Address

Additional Information

Lead Score History

Tasks

Lead Status History

Prospect Assignment History

Notes

Campaign History

Click Assign To.

Assigning Prospects

This dialog box facilitates the assignment of a prospect record to specific users or groups within the platform, controlling their access level to that record. This functionality is crucial for managing collaboration and data security, ensuring that only authorized personnel can view or modify prospect information. Administrators use this feature to delegate responsibility for prospects, allowing different team members or departments to engage with the prospect throughout the sales cycle. The assignment process supports both individual user assignments and group assignments, providing flexibility in how prospect records are managed across an organization.

Select the user or group to assign the record to, choose the appropriate access level, and then click Save to apply the assignment.

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This modal window, 'Assign Records', is used to manage access and ownership of a specific record, such as a Prospect, by assigning it to individual users or groups within the UPM. This functionality is crucial for controlling data visibility and defining who can interact with a record, aligning with role-based access control principles. Administrators can choose to grant either read-only or read/write access, ensuring that sensitive information is protected while enabling collaboration among authorized personnel. The assignment process helps streamline workflows by directing records to the appropriate teams or individuals responsible for managing them, such as channel partners for lead qualification or deal registration.

Select the specific groups to assign the record to and define their access level.

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Click the X icon in the top right corner of the modal to close it.

Managing Prospect Duplicates and Cloning

This screen facilitates a duplicate search for prospect records, which is typically initiated from a 'View Prospect' page to identify potential duplicate entries before creating a new prospect or to consolidate existing records. The search form is pre-populated with key information from the previously viewed prospect, such as Company, First Name, and Email, to streamline the process of checking for existing records. This helps maintain data integrity within the UPM by preventing redundant prospect entries and ensuring that all interactions are associated with a single, accurate record. Administrators use this functionality to manage the quality of prospect data and ensure efficient lead management.

Click the Search button to find prospect records matching the pre-filled criteria.

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Click the Search button.

This screen displays the detailed profile of a prospect within the Leads Management section of the Sell module. It allows administrators to view and modify comprehensive information about a potential lead, including personal contact details, company specifics, primary and secondary addresses, competitive context, and campaign-related data. This view is crucial for managing the pre-lead contacts in the recruitment pipeline, enabling the vendor to track and nurture potential partners before they become qualified leads.

Editing Prospect Information

Click the Convert Prospect button.

Converting Prospects to Leads/Accounts

This screen presents the 'Convert Prospect' form, which is part of the workflow for transitioning an unqualified prospect into a more defined sales entity within the UPM platform. Prospects are pre-lead contacts identified during the recruitment phase, and this form facilitates their conversion into either a new account and contact or associating them with an existing account. The form displays the prospect's contact information, which is typically pre-populated from the prospect record, and provides options for managing the associated account details. This conversion is a critical step in moving potential sales opportunities further down the channel sales funnel, enabling partners or vendor sales teams to engage with them as leads or registered deals.

Click the 'Convert Prospect' button to finalize the conversion of the prospect.

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Contact Information

Account Information