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Lead and opportunity case types

The two main case types that you use to implement your sales methodology are the lead and opportunity case types.

Lead
A lead is a prospect (customer or non-customer) that your sales team evaluates to determine if they are qualified to advance to the probability of a sale. When you qualify a lead, it is converted to an opportunity.
When you create the implementation layer, the lead case type contains no stages.
You can customize the lead case type by adding stages to reflect the processes your sales team follows to qualify a lead. You can further divide your lead case type stages into steps that define the tasks or activities that your sales representatives perform within each stage, such as managing campaign responses, creating lead profiles, or scheduling appointments.
Opportunity
An opportunity is a qualified sales lead, or a potential sale that you track, nurture, and manage. Opportunities are the foundation of your sales pipeline, goal attainment, and sales forecast.
When you create the implementation layer, the opportunity case type contains a set of pre-configured stages and steps for the business-to-business (B2B) selling model and a separate set of pre-configured stages and steps for the business-to-consumer (B2C) selling model.
You can customize the opportunity case types for the B2B and B2C selling models by modifying the Pega-provided stages or adding your own stages to reflect the processes your sales team follows to move an opportunity through the sales pipeline. You can also modify the Pega-provided steps or add your own steps to define the tasks or activities that your sales representatives perform within each stage, such as identifying competitors, developing proposals, and scheduling appointments.
B2B opportunity stages and steps
The following figure shows the pre-configured opportunity case type stages and steps for the B2B selling model:
B2C opportunity stages and steps
The following figure shows the pre-configured opportunity case type stages and steps for the B2C selling model:
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