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The distinction between a lead and an opportunity in Sales Cloud is fundamentally about the qualification status of the potential customer. Leads are considered unqualified prospects who may have shown some interest or engagement but have not yet undergone the qualification process to determine their fit as a potential customer. In contrast, opportunities represent those leads that have been assessed and deemed qualified for further sales activities, indicating a stronger likelihood of conversion and, importantly, the potential for revenue generation.

While it is true that leads may not have established a firm connection with the business, opportunities typically imply that there has been enough engagement to forecast potential revenue from the customer. Thus, recognizing leads as unqualified prospects and opportunities as their qualified counterparts is crucial for effective sales strategy and pipeline management. This understanding aids sales teams in prioritizing their efforts to nurture leads and convert them into opportunities that can ultimately result in sales.