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Table of Contents

This feature is available in all Lead Liaison Editions except for Starter.
Info
titleAvailability
Usage Notes
  • For Salesforce.com users there is a separate AppExchange plug-in called "Lead Liaison Briefcase".  
  • Briefcase shows data for Known Prospects only.

Overview

Lead Liaison's Briefcase provides unparalleled lead qualification capabilities for businesses. Sales people often times complain about 
"leads" coming from marketing teams. Sales tells marketing they are not leads, rather, they are contacts. Sales people Salespeople have a reason to make this claim; 80% of marketers pass unqualified leads to sales. To make matters worse, 80% of leads marked "unqualified" will make a purchase within 18 months.  It's imperative businesses qualify their leads. Marketing can helps sales by using automated technology. Lead Liaison provides various lead qualification methods to solve this problem such as lead scoring, lead grading, buy signals, recency and total activity to calculate one value, priority. Now, sales people salespeople have a dashboard for their leads. Instead of sifting through a massive , database with no sense of priority, they now have a single view for who's hot and who's not. Sales effectiveness has reached new heights.

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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. Priority values can be changed anytime. Prospects will be updated in real-time when the priority ranges are changed. It's recommended to tune priority ranges over time to get the most out of Briefcase.

  • 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 Settings > 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 inbound activity. Examples of inbound activity are email opens, website visits, document downloads, video watches, etc. This does not include outbound activity (sending an email).

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

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  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 Settings > 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.
    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.
  11. 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.

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