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Ryan Schefke

Ryan Schefke

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Value

Purpose

Rules

Icon

Example

Priority

Measures the hottest leads based on a formula calculated from Recency, Buy Signals, Lead Score, Total Activities and Lead Grade.

  • 4 flames = > 12 points in your briefcase
  • 3 flames = between 9 to 12 points in your briefcase
  • 2 flame = between 5 to 8 points in your briefcase
  • 1 flame = between 1 to 4 points in your briefcaseNote, the above values are the default settings.

Flame

Recency

Measures inbound activity. The more recent the inbound activity the higher the ranking received.

  • 3 clocks = inbound activity within 1 week
  • 2 clocks = inbound activity between 1 week and 1 month
  • 1 clock = inbound activity between 1 month and 3 months

Clock

Buy Signals

Measures buy signals. The more recent the Buy Signal the higher the ranking received.

  • 3 bells = at least one buy signal received within 1 week
  • 2 bells = at least one buy signal received between 1 week and 1 month
  • 1 bells = at least one buy signal received between 1 month and 3 months  

Bells


Lead Score

Measures lead score. This value is based on your lead score Cold, Warm and Hot settings under 'Administration' > 'Settings' > 'Prospect Profiling' (top of page).
https://app.leadliaison.com/scoring-categories.php

  • 3 peppers = hot lead
  • 2 peppers = warm lead
  • 1 pepper = cool lead  

Pepper

Total Activities

Measures total activity. Uses rules defined by Lead Liaison to determine a leads total activity.

  • 3 runners = total activity > 50
  • 2 runners = total activity between 26 and 50
  • 1 runner = total activity between 10 and 25

Runner

Lead Grade

Determines if the lead fits a customer's ideal buyer persona.

  • 3 thumbs up = A+, A or A-
  • 2 thumbs up = B+, B or B-
  • 1 thumbs up = C+, C or C- 

Thumbs Up


Watch, Ignore and Nurture

  1. Watch
    1. Clicking this icon brings up a popup to add the prospect or company as the user's favorite. This is the same functionality as the popup in the My Leads page. 
    2. A colored version of an eye is shown if the individual and/or company is already in the user's favorites. 
    3. A black and white version of the eye is shown if the individual and/or company is not in the user's favorites. 
  2. Ignore
    1. Clicking this removes the prospect from the users briefcase (not the company's briefcase). When they are removed they will not be visible in the Briefcase program. This simply removes the prospect from this view by hiding them. 
    2. Click the red/silver x icon to hide the prospect from view.
    3. When the icon is clicked the prospect is hidden from the Briefcase and cannot be viewed in future visits. 
  3. Nurture
    1. Clicking this icon brings up a popup to add the prospect to a nurturing campaign. 
    2. A color version of a green plant is shown when the prospect is already part of a nurturing campaign. 
    3. A black and white version of a plant is shown when the prospect is not part of a nurturing campaign. 

User Interface Columns

  1. CRM
    1. For companies who have a CRM, such as Salesforce.com, connected to Lead Liaison a CRM column is shown. If the prospect is synced to the companies Salesforce.com account (matching based on email address) then the CRM logo is shown. Clicking the CRM logo will open the lead/contact detail page for the prospect in a new tab.
  2. Priority
    1. One simple way to calculate who's hot and who's not. Priority is calculated from various lead qualification parameters.
  3. Recency
    1. Measures inbound activity. The more recent the inbound activity the higher the ranking received. For example, if a prospect made a web visit within the past week that might yield three clocks (depending on settings).
  4. Buy Signals
    1. Measures buy signals. The more recent the Buy Signal the higher the ranking received.
  5. Lead Score
    1. Measures lead score. This value is based on your lead score Cold, Warm and Hot settings under 'Administration' > 'Settings' > 'Prospect Profiling' (top of page).
  6. Activities column
    1. Shows the Total Activities number for a prospect.
  7. Lead Grade
    1. Determines if the lead fits a customer's ideal buyer persona.
  8. Prospect
    1. Name of the prospect. Clicking on this value takes the user to the prospect profile page.
  9. Company
    1. Name of the company the prospect works for. Clicking on this value brings up the company detail page showing revenue, description, industry, location, overview and more for the account.
  10. Total Activities
    1. The numerical value of Total Activities.
  11. Type
    1. Allows the user to filter prospects by Known, Unkown or All. A Known prospect is someone whose name and/or email address has been tracked. Unknown prospects are anonymous and do not have a name and/or email associated with them. All shows both Known and Unknown prospects.
  12. Lead Status column
    1. Shows the Lead Status value of a prospect. This column is only visible for companies that have a CRM connected to Lead Liaison.

Watch, Ignore and Nurture (Coming)

  1. Watch
    1. Clicking this icon brings up a popup to add the prospect or company as the user's favorite. This is the same functionality as the popup in the My Leads page. 
    2. A colored version of an eye is shown if the individual and/or company is already in the user's favorites. 
    3. A black and white version of the eye is shown if the individual and/or company is not in the user's favorites. 
  2. Ignore
    1. Clicking this removes the prospect from the users briefcase (not the company's briefcase). When they are removed they will not be visible in the Briefcase program. This simply removes the prospect from this view by hiding them. 
    2. Click the red/silver x icon to hide the prospect from view.
    3. When the icon is clicked the prospect is hidden from the Briefcase and cannot be viewed in future visits. 
  3. Nurture
    1. Clicking this icon brings up a popup to add the prospect to a nurturing campaign. 
    2. A color version of a green plant is shown when the prospect is already part of a nurturing campaign. 
    3. A black and white version of a plant is shown when the prospect is not part of a nurturing campaign.

User Interface Sections (Coming)

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