How best to define when a LEAD becomes a DEAL?

Paul Harren
Paul Harren Member Posts: 1
edited July 2022 in Sales CRM #1


I am trying to wrap my head around cold/warm/hot leads and the lead/deal qualification process.

Would a marketing role start working on a warm lead that let's responded to an email campaign... and be responsible only for getting them to a "hot" lead? Or would they also qualify the lead, and ONLY when the lead is hot—and—qualified would it move to stage 1 of the deal pipeline? (Qualified...then contact made...then meeting arranged...)

Thank you for any help you can provide.



  • Amit Sarda (
    Amit Sarda ( Member Posts: 1,532
    First Anniversary First Answer 5 Up Votes 5 Likes
    edited October 2021 #2

    A simpler way to think about this: qualify a lead into a deal as soon as you find out that you have what the customer wants to buy.