Prospects
Go to: CRM → Prospects
A prospect is a target company — an organisation you want as a customer, tracked as a whole rather than as a scatter of individual contacts.
| Lead | Prospect | |
|---|---|---|
| Represents | A person | A company |
| Created by | Forms, campaigns, manual entry | Manual research and account planning |
| Typical count | Many per company | One per company |
| Main job | Move one conversation forward | Hold the whole account view together |
A prospect is a container, not a stage. It does not become a lead, and a lead does not have to belong to one. You attach existing leads and opportunities so everything happening at a company can be read on one screen.
How prospects relate to everything else
Prospect statuses
| Status | What it means | What to do next |
|---|---|---|
| Open | Researched, not yet approached | Make first contact |
| Contacted | You have reached the company | Gauge interest |
| Interested | They want to talk | Attach leads and generate opportunities |
| Converted | A customer was created from this prospect | Sell through the customer record |
| Closed | No longer pursued | Reopen if the account warms up again |
The lifecycle only moves forward, with one exception: Closed can be reopened to Open.
Creating a prospect
Open the form
Go to CRM → Prospects and click New.
Identify the company
| Field | What it means |
|---|---|
| Company Name | Required — the organisation you are targeting |
| Industry / Market Segment | How the company is classified |
| Territory | The territory it sits in |
| Customer Group | The customer group it would join |
Record company size
No. of Employees (1-10, 11-50, 51-200, 201-500, 501-1000, 1000+) and Annual Revenue with its currency. Both are used to prioritise accounts.
Add contact details
Email, Phone, Website, and Fax for the company’s main address.
The prospect Email shares the global uniqueness rule with leads and
contacts. If the address is already on a lead, leave the prospect email for a
general company address such as info@….
Assign and classify
Set the Prospect Owner and the initial Status.
Attach leads and opportunities
Use the Leads and Opportunities tabs.
Save
Attaching leads and opportunities
| Tab | What it holds |
|---|---|
| Basic Info | Company identity, size, contact details, owner, status |
| Leads | The leads at this company — name, email, mobile, status, and owner |
| Opportunities | The deals at this company — amount, probability, stage, expected closing, and deal owner |
Attaching is a link, not a transfer of ownership. Leads and opportunities keep their own lifecycles; the prospect just gathers them into one view.
Editing a prospect syncs both lists — rows you remove are detached, rows you add are attached. Detaching does not delete the underlying record, and neither does deleting the prospect.
Converting a prospect to a customer
A prospect becomes Converted when a customer is created from it — the customer is created with the prospect as its source, and the prospect is linked to it and marked Converted automatically.
Note the difference from leads: a lead has an explicit Convert to Customer action, while a prospect is converted by creating the customer from it.
Filtering the list
Prospects can be filtered by status, industry, market segment, customer group, territory, owner, number of employees, and an annual revenue range.
Everyday tips
- Create a prospect when a company has more than one conversation running. For a single contact, a lead alone is enough.
- Fill in Annual Revenue and No. of Employees — they drive the revenue-range filter when you want to focus on big accounts.
- Attach opportunities as you create them, so the prospect always shows the true account value.
- Use Closed rather than deleting — a company that says no this year may not next year.
Related pages
- Leads — the people at the company
- Opportunities — the deals at the company
- Customer Groups — classification set on the prospect
- Communication — logging interactions against a prospect