Versions Compared

Version Old Version 22 New Version 23
Changes made by

Ryan Schefke

Ryan Schefke

Saved on

Key

  • This line was added.
  • This line was removed.
  • Formatting was changed.

...

  • Briefcase settings are located here 'Administration' > 'Settings' > 'Prospect Profiling'.under Settings > Administration > Settings > Prospect Profiling
  • Sales and/or marketers can view prospects in Briefcase by going to 'Sales' > 'Briefcase'to Report > Hot Leads

Features

Default View

Briefcase leads are sorted by Priority by default. Priority measures the number of items in the customer's briefcase for a given lead. 

...

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.

  • 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

...

  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.
  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.

...