Lead Management Guide

Capture leads, let them score themselves, and work the ones that are actually warm.

A lead in ICTCRM is a first-class record, not a note stuck to a contact. Here is how to capture leads, keep them ranked, and move them through to a deal without hand-sorting.

Where leads come from

Import them, add them from the API when a form is filled on your site, or create them straight from a contact's timeline. However they arrive, each lead carries its own company, value and dates, so you are not guessing what it is worth.

Let scoring do the sorting

This is the part that saves your reps' time. Every disposition can add or subtract points, so a lead that had three good conversations floats to the top and a dead one sinks. Nobody has to manually rank the list. The order reflects how the calls actually went.

Ownership and lists

The first agent to handle a contact becomes its owner automatically, and lists filter by assigned agent, so each rep works their own book instead of everyone dialing the same people. Saved segments let you name a search once and reopen it with a click.

Turning a lead into a deal

When a lead is ready, a disposition can convert it to a deal in one step, with the history carried across. No re-typing, no lost context. We would argue this is the whole point: the conversation that qualified the lead is right there on the deal you just created.