- It’s affordable (read: free)
- It’s flexible
- It’s easy to use and customize
- Demographics – Company name, contact name, email, phone number, etc.
- Prospect source – How the prospect found out about your company
- Next actions – A code that determines how you’ll follow (e.g. phone call or email)
- Contact log – Notes from every contact you make with the prospect
- Estimated opportunity size – An estimate of the size of the sale
- Lead nurturing stage – A numbered system that shows how close the prospect is to purchasing (1 = aware but not interested; 4 = has purchased)
- Determine the cell range you want to count sales prospects for (let’s say it’s cells C2 to C100)
- Decide the criteria for counting each cell (in this case it’s a “1”)
