In Salesforce a Lead is something that occurs before a quote or sale occurs. Once someone requests a quote or sale this becomes an opportunity.

Typically, Leads will be to generate new business and are not for existing Accounts, however this is not a strict rule.

Some examples of when leads might be used, include:

• A cold calling list (from a phonebook)
• Have received business cards, entering them into salesforce and following up on potential business
• A referral from an existing client. (My friend Bob is looking for a Defib, can you help him please?)
• A new type of service stream for an existing Account. (They already do training; can we get their restocking / product?)
• New client initiating contact about some St John service