Lead funnel and handoff
The funnel connects marketing and sales: a lead inherits its campaign, gets a score, is handed to a salesperson and ends as a won deal.
When to use
Use it when marketing generates leads and sales must pick them up quickly, with the campaign credited when the deal is won.
Before you start
| Item | Detail |
|---|---|
| View | leads:read, deals:read |
business.lead_scoring_enabled | Turns on lead scoring. Default: off |
business.auto_create_contact_from_lead | Creates or matches a contact for leads that have none. Default: on |
business.lead_qualification_required | A lead must be qualified before conversion. Default: off |
Steps
Create the lead from the contact
Open CRM → Leads (/crm/leads) or create from a contact. A contact already in a campaign passes its latest campaign to the lead, so the campaign score and ROI see it.
Check the score
With scoring on, each lead gets a score that includes campaign engagement. Leads from the website match or create the contact and account automatically; an ambiguous match is left unlinked.
Open the hot leads list
Hot leads are open leads at or above the shared hot threshold. Closed won or lost leads are not listed.
Hand off to sales
Use Hand off to Sales or change the lead owner. The new owner receives an email and an in-app notification. There is no separate MQL or SQL stage.
Convert to a deal
Convert the lead into a deal (/crm/deals). Each lead converts once; a new sales opportunity from the same customer is a new deal.
Win the deal
Confirming the sales order marks the deal won. The contact then becomes a customer and the campaign gets credit for the win.
Tips & common mistakes
- Hot leads is a list by score, it does not move leads by itself.
- The funnel only moves forward: a deal makes the contact an opportunity and a won deal makes it a customer.
- If a lead shows no campaign, check that the contact was in the campaign and was not unsubscribed or bounced.
- Website capture feeds one configured tenant, it is not a customer-facing web form product.