Overview of lead management
Lead management refers to the set of functionalities in Dynamics 365 Customer Insights - Journeys that empower marketers to manage the end-to-end lead lifecycle successfully. Various features are part of this area, including:
- Features to identify the best prospects and hand them off to the sales team.
- Lead scoring
- Lead qualification
- Features to capture demand.
- Lead and opportunity creation in journeys
- LinkedIn Lead Gen
- Features to assign work to your sales team.
- Task creation in journeys
- Phone call creation in journeys
- Sales activities creation in journeys
Comparison of outbound marketing and Customer Insights - Journeys lead management
There are a few functionality differences regarding lead management in outbound marketing versus in Customer Insights - Journeys.
| Area | Feature | Outbound marketing | Customer Insights - Journeys |
|---|---|---|---|
| Identify the best prospects and hand them off to the sales team | Lead score: demographic and engagement data | Yes | Yes |
| Identify the best prospects and hand them off to the sales team | Lead score: target an audience | No | Yes |
| Identify the best prospects and hand them off to the sales team | Lead score: grading | Yes | Yes |
| Identify the best prospects and hand them off to the sales team | Lead score: Include only leads with a specific level of consent | Yes | No |
| Identify the best prospects and hand them off to the sales team | Lead qualification: signal to your sales team a lead is ready* | Yes | Yes |
| Capture demand | Lead creation | Yes | Yes |
| Capture demand | Opportunity creation | No | Yes |
| Capture demand | LinkedIn Led Gen | Yes | No |
| Assign work to your sales team | Create phone call | Yes | Yes |
| Assign work to your sales team | Create task | Yes | Yes |
| Assign work to your sales team | Create appointment | Yes | No |
Important
- In real-time journeys, one of the key differences from outbound marketing is how marketers signal to their sales team that a lead is ready. In Customer Insights - Journeys, there's a new stand-alone feature (qualification) to define the criteria and actions when a lead is ready for sales.
- The new qualification feature allow marketers to create more sophisticated qualification conditions. Learn more: Qualify the best leads