Here is an approach I am using that is probably the easiest.

- Use categories Suspect/A/B/C/Client to indicate how far you are. A B C indicates whatever you want in your process. For me, A is likely to do business soon. B needs some work. C is maybe I should be giving up on this person.

This is the fasted way you have to move someone through the stages.

I also use custom field 1 of the contact to indicate the possible value of the potential business.


This is easy to query (smart lists) on and report on and fast and fairly error-resistant. I think the built in opportunities and pipelines are too difficult and error prone (i.e. I could make an error) to be practical in a business where your prospects list is very large) relative to the number of accounts you land.