Leads represent potential customers that sales representatives need to qualify or disqualify. Opportunities represent revenue-generating events such as potential sales linked to qualified prospects or existing customers.

You can track activities such as tasks, phone calls, e-mail messages, and appointments related to leads and opportunities.

You convert leads to mark them as qualified or disqualified.

When you qualify a lead, you can choose to create account, contact, and opportunity records that Microsoft Dynamics CRM will populate with data from the lead record.

When you disqualify a lead, you can choose a reason for the disqualification, which will allow you to perform reporting and analysis in the future.

An opportunity includes data about the potential sale, such as sales representative, estimated close date, probability, and estimated revenue.

Microsoft Dynamics CRM includes several sales forecasting tools, such as views, out-of-the-box reports, and the ability to export to Excel.

You close an opportunity as won or lost to indicate whether or not the customer decided to purchase your products or services.

You can reopen an opportunity after closing it.

You can convert e-mail activity records to create new leads, cases, and opportunities.