You Don't Need a CRM! Academy

Prospecting lists, leads & client folders

Sales reps have to manage leads that come with three different levels of information: suspects, leads and existing customers. Hence why inside You Don’t Need a CRM! you're able to manage the three types in different ways.

Prospecting lists are used to manage unqualified leads (suspects). They can be created manually, or by importing a CSV or Excel document. A prospecting list is, for example, a list of contacts you have already pre-qualified and wish to contact. Once imported, you can manage this using an Excel-like document that you can edit directly inside the system. It also enables you to transform any contact into a qualified lead in a matter of seconds.

/!\ You should only transform a suspect into a lead when there is at least interest from the other party. Having 400 leads to manage by a sales rep is not human. Only create a lead when it’s qualified – otherwise, it stays as a suspect (unqualified prospect).

Leads are qualified prospects. There are several ways of creating them without having to fill in data manually (more information in our Help Center section). Once created, it’s very easy to manage them.

Leads can either be: alive ('To-Do'), meaning you have to act on them right away, on Standby with a reminder for a specific date and time that you have previously set, or Closed. For a lead to be closed it is either won because it completed your sales process, lost because the deal went to another competitor, or *cancelled because the sale didn't go through for whatever reason. The interesting point is that when a lead is still alive, it always has a next action, whether it's right now or at a pre-defined later date – meaning you can never forget about a lead.

Client folders are folders in which you place all the leads you have with the same client. If you only have one lead with a single customer, then you shouldn't create a Client Folder. Only create one when you have at least two leads with the same company or individual. Inside the client folder you will be able to see the history with that client, the value they represent to the company in terms of money, and their seniority. Client Folders are very useful for certain advertising companies for example, since they usually sell more than once to the same client. To do this, you simply need to "duplicate the lead" by using the actions button in a lead to create the client folder – and thus keep the new lead and the old lead inside the same client folder.

Read also: Organize your sales for better results

Next post: Status vs. sales steps

You Don't Need a CRM! is an incredibly simple and efficient web based software built for your sales teams.
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  1. Organizing your sales activity
    1. Our philosophy
    2. Suspects (unqualified prospects) vs. leads
    3. Prospecting lists, leads & client folders
    4. Status vs. sales steps
    5. Defining key information on leads
    6. The importance of categorizing your leads
    7. Managing multiple contacts in the same company
    8. Admin, team manager & user
    9. Customizing your account interface
  2. Organizing your daily activities
    1. Every morning, know exactly what leads you need to work on
    2. Follow up the history of your exchanges & BCC email conversations
    3. Set reminders and synchronize your account with your calendar
    4. Extended, compact & pipeline mode
    5. Create several pipelines to analyse different sales processes
    6. Make your most important leads stand out
    7. Find leads by using filters
  3. Learn how to use prospecting lists
    1. When and how to use prospecting lists
    2. Only turn a row into a lead once the contact is qualified
    3. The importance of using column names
    4. Magic columns
  4. Working on the go
    1. Mobile app
    2. Using the speech recognition
    3. Scan your business cards
  5. Adding leads from external sources
    1. By e-mail
    2. From your partners
    3. From a contact form
  6. Follow up your business’s activity - understanding it and collaborating
    1. Analyze your activity by category or by salesperson
    2. Find the leads that have been pending for too long
    3. ROI of specific actions, or of a specific month activity
    4. Using the Activity feed to manage your team
    5. Follow the sales activity every morning thanks to the daily activity e-mail
    6. Exporting your data for reporting or marketing purposes
  7. Manage your existing customers
    1. Following up on your won clients
    2. How to manage upsells and renewals vs follow-up
  8. Connect You Don’t Need a CRM! to other apps
    1. How to connect: Zapier, API & direct integration
    2. Send notifications or fire actions based on events