Prospect firm vs. Lead -> Account

[mikmik]

Hi,

We are looking to create a model of Sales process where Leads are not people but always companies.
According to this model, our sales team calls prospects (companies) and convert one to Account from time to time.

Has anyone found an adaptation to satisfy this model ?

Thanks

[salesagility]

Presumably you identify people in companies that are the actual entity that you sell to.

So, if you're calling Company A, then enter as a Lead on Sugar as john doe at Company A (with lead surname being mandatory field) and then when you identify the person at company A, replace John Doe with the actual name and convert to contact/account.