Leads are great, but without an effective way of managing them, things can get messy. Resulting in good leads slipping through the cracks and wasting time finding them.
It also gets difficult to trigger the right automations and notifications that will assist you in turning leads into sales.
To help keep on top of things, we created Lead Management.
The purpose is to put a framework (process + features) in place. Making it possible to move identified leads through an automated and / or manual qualification process, then distribute them to reps or CRM's and enable valuable notifications.
If you're like us, you probably want a top down view of what we are trying to achieve with Lead Management. So we split it up into 2 parts that mirror a typical sales process.
Through the process we are going to create groups (stages / segments) of leads. By doing so it's possible to configure different actions, automations and notifications that will enable your team to effectively work leads.
Here's the groups or stages we like to use👇
1️⃣ Pre-qualified leads that still need to be manually qualified
2️⃣ Manually qualified leads not yet assigned.
3️⃣ All assigned leads.
4️⃣ Individual team members leads.
What do you need to get started?
1. Configure Lead Stages.
Tags are the mechanism the platform uses to automatically push leads to the next stage or assign them. You can see how to create them here.
The 'All ICP' leads Segment is in essence a group of leads pre-qualified by matching target company profile (Industry, Size, Location etc) filters.
To use stricter pre-qualification you will need to add behaviour filters to end up with a 'High Intent ICP' Segment.
What we want to achieve at this stage, is the ability to assess each of the pre-qualified leads to determine if they should be moved to the Qualified stage. Where they will be ready to assign or monitor for improvements in behavior scores.
In the Segment above, Companies with the tags 'Disqualified' or 'Qualified' or 'Customer' are being excluded.
To move leads from this stage and into the next, simply Tag leads with Qualified, Disqualified or Customer tags. By doing so, th Pre-Qualified stage will hold only new leads the team hasn't yet started working.
We like to send leads from this stage through to a ''To Qualify'' channel in Slack (you can also use emails or get creative with Zapier). Team members can then qualify and follow up on relevant leads. This is done using Automations.
Qualified but not assigned leads
Once you've qualified your leads, you may want to assign them in Snitcher. It's handy to do this at the same time as qualifying.
By filtering for leads that have had the 'Qualified' tag applied but not yet had team members name as tag applied you'll end up with unassigned leads.
Just like the example above, simply tag leads with a team members name e.g. 'Rohan' to move them out of this stage.
At this stage we recommend setting up notifications for when 'Qualified Leads' make a return visit to the website👇
Team member leads
This bits easy, simply filter for leads with the relevant team members tag e.g. 'Rohan'.
Once again, it's a good idea to set up notifications for return visits.
Team members can customize their own groups depending on what they would like to see by using behavioural filters. Check out the Lead Scoring guide for more info.
They can also set up e.g. a weekly report on all of the leads assigned to them using Segment Reports.
With the above process in place, you’re probably wondering how to route leads to other platforms. There are a couple of options.
You can export specific segments (tag groups) of leads in CSV, Excel, or LinkedIn campaign-ready formats. Learn how here.
Or dive into out integrations.
If you would like to take this a step further, we have a feature to enrich Google Analytics with company information. Making it possible to build ad audiences for retargeting or dig deep into your analytics from a quality perspective.
For a management level of reporting - we recommend setting up a weekly Segment Report to keep an eye on the total number of newly qualified or assigned companies visiting your website. It’s also a great catalyst to align sales and marketing.
As always we would love to hear any thoughts, suggestions, crazy ideas or just pop in to say hello. Team Snitcher signing off 👋