Tags are the mechanism we use to ensure these processes stay organized within the platform. You can see how to create them here.
Let’s kick things off with qualifying and assigning leads within the tool.
Using Smart Segments, you should now have a segment collecting all the potential high-value leads visiting your website - it’s time to qualify them.
We recommend using the following tags - Qualified, Unqualified, Mark’s lead, John’s lead, etc
We advise using both qualified, unqualified, and sales team members' names as tags so marketing can make use of all of the qualified leads (re-targeting, website personalization, and analytics) while your reps manage their own leads and configure custom reports or notifications.
You can go ahead and tag a few leads - please be sure to use all of the tags created so you can configure the automation to keep your Segments tidy in the next step.
Moving on to lead management within the tool.
The next step will be to create a Smart Segment for each tag you want to keep track of. If you need help, here's the article. This will effectively create a segment for each of your reps to manage their own leads and a master pool of qualified leads for marketing or sales.
You will also need to update your existing target company (ICP) segment to filter out the leads you have already qualified and assigned by adding in the filters below.
Be sure to update the current segment with the new filters, and you now have a process in place to capture new target companies, qualify and assign them.
Maybe, more importantly, the process will ensure that the target company feed only contains new leads making your job of ensuring leads are organized and sent to reps on time easy.
Let’s dive into routing these leads using tags.
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.
If you would like to take this a step further, we have a feature to enrich (write data back into) Google Analytics with company information. Making it possible to build ad audiences for re-targeting or creating analytics dashboards.
Now that your tags are configured to segment qualified leads and the rep they are assigned to. You can set up an integration with your CRM to push leads to their respective owners following this guide.
Last but not least, reporting.
Reps can decide if they want to set up reports on all of the leads assigned to them (within their segments) using Segment Reports or receive real-time notifications on companies by adding them to their Watch-list.
From a management level of reporting - we recommend setting up a weekly automated segment report to keep an eye on the total number of qualified companies visiting your website. It’s also a great catalyst to align sales and marketing.