Leads

A lead is a not-yet-qualified contact. Leads live in a separate pipeline from opportunities — once qualified they convert into an account + opportunity.

Sources

• Inbound form — marketing site "request a quote" submissions.
• Quick-quote widget — customers get a fast estimate; their details land as a lead.
• Manual entry — BDR / sales rep keys in a prospect.
• CSV import — list upload.
• API — from tender platforms, lead gen tools.
• Email-in — forwarded enquiries to [email protected] auto-create leads.

Fields

Company name, contact name + email + phone, source, estimated volume / lanes / mode, current forwarder (if any), owner, status.

Statuses

• New — just arrived, unreviewed.
• Contacted — first outreach done.
• Qualifying — conversation in progress.
• Qualified — ready to convert (has budget, authority, need, timeline).
• Disqualified — not a fit. Reason captured.

Qualification

BANT / MEDDIC-style checklist on the lead record. Fields configurable per tenant. Common freight questions:

• Volume (TEU / tonnes / shipments per year).
• Primary lanes + modes.
• Current pain / reason for switching.
• Decision timeline.
• Decision maker.

Conversion

Convert lead → creates:

• Account record (if none exists).
• Contact record.
• Opportunity (optional).

Lead is marked converted and archived.

Assignment

Leads assign to owners by:

• Round-robin within a team.
• Territory (country, region).
• Source (inbound form vs tender).
• Manual.

Owner gets notified; SLA tracks time-to-first-touch.

Deduplication

On creation, the platform fuzzy-matches company name + domain to existing accounts and leads. Suggests merging rather than creating a duplicate.