Chapters · 1 of 9
- 01 · One Business, Four Kinds of Records
- 02 · Define Leads and Contacts
- 03 · Build the Person Lifecycle
- 04 · Define Opportunity Stages
- 05 · Build the Account Lifecycle
- 06 · Assign Owners and Handoffs
- 07 · Define Important Fields and Sources
- 08 · Resolve Conflicts and Open Questions
- 09 · Capstone: Publish the Business Truth Map
10 min · Interactive exercise
One Business, Four Kinds of Records
Map people, companies, transactions, and qualification work without flattening them into one status.
This is Priya.
You will follow Priya Shah and Acme Manufacturing through all nine chapters. Right now she is doing something completely ordinary: reading a guide on your website and deciding it was useful enough to hand over her email for the next one.
Priya Shah · Operations Manager · Acme Manufacturing
Your CRM does not know she exists yet. In a moment it will, and the very first thing it has to decide is what kind of thing she is. Get that wrong and every report built on top of her is wrong too — quietly, for months.
Everything below assumes one shape of business: B2B software sold through inbound, outbound, and expansion motions. A self-serve or transactional company would need different answers.
Business Truth Map · 0 of 9 sections started
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