LeadPro
Sales Lead Management
Integrated with Email Marketing Automation
Setup Data Collection Questionnaire
Updated: December 2008
Setup Data Collection Template
This template / questionnaire can be used to setup and configure the Lead Management processes for the client organization in LeadPro system. The implementation consultant will help configuring the setup, so that you can start using the system quickly.
Organization Name:
Number of Branches / Offices:
• • Please list the branch offices If more than a few offices, please use an Excel sheet
Number of Users (approximate):
• • List User Names with Email Address, Phone Numbers (Office, Home, Cell, Fax) If number of users is large, please use an Excel sheet and provide the administrative user details here.
Lead Source Groups:
• • • As the name implies, this parameter will be used to group the Lead Sources and get useful reports for Lead Analysis. This is a high level grouping of lead channels / sources. Examples: o Websites / Online o Tradeshows o Contact Center o Television / Radio o Print Medium o Signs / Billboards o Other
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Setup Data Collection Template
Lead Sources:
• • List all Lead Sources (under each source group) Examples: Corp. Web Sites, 3rd party sites, MLS Sites, etc. for Websites / Online Lead Group Lead Source Group Lead Source
Lead Class (or Lead Rank):
• Lead Classification will help sales professionals to prioritize prospects for followup. Examples: (a) Hot, Cold, Warm, (b) High, Medium, Low, (c) A, B, C. Specify your preference:
Lead Profile:
• Specify the data to be collected for each lead (Each Lead Source might have different data fields; accordingly multiple Lead Journals can be setup.)
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Lead Distribution Rules:
• • • Distribution Method: PUSH (automatic / manual) or PULL (manual)? Rules for distribution to Branch Offices, Individual Sales Agents / Users Examples: Round-robin, Geography (State, County, Zip codes, etc.), Lead Source, Lead Profile Parameters, etc. If you are not clear about this, please discuss with your LeadPro implementation consultant.
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Lead Stages for Tracking:
List the stages by which you would like to track the sales / lead follow-up process. The implementation consultant will discuss this before configuring the same. (Example: Prospect, Qualified, Contract Signed, Closed –Won, Closed – Lost, etc.). •
Lead Follow-up Activities:
• List the follow-up activities / tasks by which you would like to track the leads.
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Lead Vendors / External Systems Interfaces
• • You may use more than lead providers / interfaces to get leads. Provide information such as Technical Contact, Mode of Data Capture (Email, API, Web form, etc.), Interface Specifications, etc. if third party / external lead vendors / lead generators are used. Note that LeadPro includes several third party interfaces (ex. LendingTree) as inbuilt-feature. In such cases, just provide your account information for the respective lead provider / lead vendor. If the Lead Vendors are sending the leads information via Email messages, LeadPro can parse the emails and add the leads to the database in real time. If your vendors are using this mode, please forward us sample email messages, so that the parser can be configured by the implementation consultant.
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Setup Data Collection Template
Lead Management Setup – Overview
To use the Lead Management module of LeadPro effectively, the following steps are to be performed as part of the setup. Note that the implementation expert will configure the initial setup based on the information provided by you in the previous pages. • • Customize the Sales Entity Names and Sales Team Roles (under Setup menu) Setup Lookup Data (for analysis and reporting) such as Lead Source, Lead Source Group, Age Group, Income Group, Job Titles, Win Confidence Levels, Lead Classes (or Lead Ranks), and Lead Stages. Define the Lead Journal (or Lead Profile) with custom fields, if required (under Setup Lead Setup) Create and customize Lead Capture Forms (under Setup Lead Setup) to setup lead sign-up forms on your website(s). The features are similar to that of Sign-up Forms definition in Email Marketing. Create Employees and Application Users (under Setup) Define Sales Entities such as Regions and Sales Areas and assign Sales Personnel (under Setup Sales Organization). Notice that each sales professional / sales agent is tied to a Sales Area and a Region / Office. Define Lead Assignment Rules for each Lead Journal (under Setup Setup). This step is not required, if leads are assigned manually. Create one or more Lists (if not created as part of Email Marketing setup) Map Lead Journal (i.e. Lead Profile) data elements to Email List data elements (under Setup Lead Setup) in order to add the leads to the respective list for Email Marketing. Lead
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Lead Management Process
Lead Management Process includes the following steps / processes: • • • • • Lead Capture from Multiple Channels (Manual Input, Email Parsing, Web Capture Forms, API, Import from external data files, etc.) Lead Distribution or Lead Routing (automatic or manual) Lead Qualification (optional) Lead Follow-up Activity Log Reports and Analysis
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Lead Capture / Input / Reception / Aggregation Leads can be captured into the lead database in several ways. If you have defined and are using Lead Capture Forms, the lead data will directly get into the lead database. Lead data can also be manually entered into the application. Leads, such as trade show leads and leads from internal applications, can also be imported into the lead database. LeadPro supports import of leads from XLS, MS Access, XML and Text files. If leads are received via email messages (preformatted), LeadPro’s Email Parsing feature can be used to extract and post the leads. Lead Distribution or Lead Routing Once the Leads are received in the leads database, the leads will get distributed to the respective sales team member, if Lead Assignment Rules have been defined. If not, manual distribution process can be followed. Or sales agents can PULL the leads one by one as and when they are ready to process and follow-up the next lead. LeadPro also includes a Lead Qualification process, wherein a Lead Administrator or Marketing Manager can qualify the leads and manually assign to a sales team member. Lead Follow-up Activities Lead follow-up activities such as Meetings, Telephone calls, and Emails via email campaigns can be tracked using the Lead Activity log. Lead Analysis Lead Analysis can be performed using various demographic / profile parameters such as Age group, Income Group, and Gender. Lead can also be analyzed by Lead Definition / Lead Profile properties such as Lead Status, Lead Source, Lead Source Group and Lead Class (Lead Rank). Email Campaigns The Lead data (pushed to the Email Lists automatically by the system) can be used for setting up Drip Email Campaigns to deliver multiple email follow-up messages and regular marketing campaigns. Lead Campaign Management will be used to perform these operations. Campaign Reports Campaign Analytics module provides a number of tracking reports such as email opens, click thru report, email bounces, un-subscribes (opt-outs), and email forwards. The reports can be drilled down for granular details. The data can also be downloaded to spreadsheets for further analysis.
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Data Access Permissions Lead data access can be restricted to individual sales team members (sales areas) or sales groups (sales regions). Administrator or manager can have access to all of the lead or campaign data. Please email the support team for details on data access definitions.
Phone: (877) 9-LEADPRO
|| Fax: (248) 275 1805 || Help: Support@AnaghaGroup.Com Website: http://www.LeadPro247.Com
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