Lead Source definitions

Posted on March 29, 2014

If you're a Salesforce admin, chances are you've been asked more than once what, exactly, a specific Lead Source means. And this is perfectly reasonable because at first glance some of these definitions can appear ambiguous. As you bring on new people who are not familiar with your internal processes, etc., this question is bound to pop up over and over, so why not save yourself some time and post definitions for all to reference?

Yesterday, I did just that and decided to share them with all of you. These are of course specific to our Salesforce org, but hopefully this will give you a starting point for your organization.

Employee Referral - An employee from outside of the sales department (eg. marketing department, development team, etc.)  referred this Lead.  Leads should not be assigned directly to an employee unless there are very specific circumstances why this should happen.  In the event that a Lead should be assigned directly to a particular sales rep, notice should be given to VP of Sales.

External Email - A Lead was acquired by a partners email blast to their database.  This is common when doing a joint webinar, and co-presenting companies email their database.

External Referral - Someone outside of the organization who is NOT a partner (eg. A friend, former employee) has referred this Lead.

Inbound Email/Call - A Lead was fielded from an inbound email to sales@ringlead.com or via a direct phone call to our sales line.

Live Event - Lead was acquired via their attendance at a Live Event such as a tradeshow, user group meeting, etc.

Other - Use this status as a last resort, only when no other Lead Source values make sense.

Outbound Email/Call - Lead acquired by outbound sales prospecting via email or phone.  All "Cold Calling 2.0" emails should be categorized as Outbound Email/Call.

Package Installation - Lead has installed a Salesforce package such as Unique Entry, Dupe Dive, or the Data Suite.

Partner Referral - Lead was referred from a partner such as Appirio, Bluewolf, LeadMD, Pedowitz Group, Eloqua, Marketo, Salesforce or some other partner or consultant.

PPC - Pay-per-click advertising from Google, Facebook, Twitter or other networks.

Purchased/Rented List - A list purchased from a data vendor.

SFDC-DM... - Any Lead that begins with SFDC-DM means that it originated via the prospect watching a Demo on the Salesforce AppExchange.

SFDC-IN... - Any Lead that begins with SFDC-IN means that it originated via the prospect installing a Salesforce package in their Salesforce org.  Note that the specific app name will follow the IN and that a Salesforce package may be installed in a production or sandbox org.

Social Media - The Lead originated via Social Media.  Check the Lead Source Detail to see which social network, if you're interested.

Web - A web form was filled out via our company website.  This is somewhat generic in that the prospect may have originated via a Google search, referral from someone else's website, or other indirect means.

Webinar - Lead originated via interest in a webinar that we or a partner hosted.  

Homegrown List -  a list that we created manually or with the aid of Diver, Eclipse, or another tool.

Marketo Launchpoint - Lead originated via Marketo's app marketplace, Launchpoint