A contact starts the investigation
Establish why the person approached the company and what they want to learn. A pricing enquiry may concern a planned project, market research or a requirement outside the offer.
A complete budget and timetable may not be available. There should still be a reason for the next conversation beyond an address and job title.
An opportunity needs a defined subject
A useful minimum is an identified need, its context and an agreed next action. Know who is involved and what must be established before preparing a proposal.
Not every detail will be certain. Mark missing information rather than entering an arbitrary amount or date that a report will later treat as meaningful.
Agree the boundary as a team
If salespeople create opportunities at different stages, the count says little about potential. Brief criteria distinguish a contact requiring clarification from work deserving a planned sales effort.
For a manager, the useful result is knowing which leads justify action. CRM can hold both stages. Keeping them distinct clarifies priorities and avoids filling the forecast with subjects that remain poorly understood.