What is Lead?

A lead represents the earliest stage of a potential sale: someone who has expressed interest, whether by filling out a form, attending an event, or being identified by a sales rep during prospecting. Leads have not yet been evaluated to determine whether they have a genuine need, budget, or authority to buy, which is what separates them from qualified opportunities.

Sales and marketing teams typically capture leads from multiple channels — website forms, referrals, trade shows, cold outreach, or field visits — and then work to qualify them through a scoring process. Lead scoring assigns points based on behavior and firmographics (like company size or industry) to help reps prioritize which leads are worth pursuing first.

Once a lead is qualified, it typically converts into an opportunity or deal, entering a structured sales pipeline. Poor lead management, such as slow follow-up or unclear ownership, is one of the most common reasons sales teams lose otherwise winnable deals.

In Lavisho TT, leads can be captured from web forms, campaigns, or field visits, automatically scored, and assigned to reps through auto-assignment rules, so field-originated leads move into the pipeline as quickly as those generated online.