Customer Engagement & Dynamics CRM Forum

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New Lead Lists

  • 1.  New Lead Lists

    SILVER CONTRIBUTOR
    Posted 26 days ago
    Hi friends,

    How do you handle new lead lists? Let's say we get a big list from zoom info, what is your sales process on how the list gets scrubbed to see if it is a client, or not, or if someone else is already calling on it?

    Our Company does not have ownership on a prospect account. It's set by if the account has been touched in the last 6 months to determine if it is a free contact to call on. We do not use leads or a business process flow. It was determined before my arrival to the company that it is too difficult for users.

    I appreciate your thoughts!

    Thanks,

    ------------------------------
    Michelle Weiss
    CRM Manager
    Oswald Companies
    Cleveland OH
    ------------------------------
    The first step toward cloud success. - Migrate from CRM to D365 with expert guidance from Microsoft. I'm Ready


  • 2.  RE: New Lead Lists

    SILVER CONTRIBUTOR
    Posted 25 days ago
    Hi Michelle!

    One thing I really wished Dynamics would do is have a similar architecture on the Leads Entity as in the Opp/Contact/Account Entities. Why Leads can't be organized under a Prospect Account is a mystery to me (aren't we almost always talking to more than one person in the Lead state?!).

    But alas, since that isn't the case, I have some thoughts that might be helpful:
    • I keep my marketing qualified leads (e.g., people who haven't asked to meet with sales and/or who haven't reached a certain amount of engagement with our content, determined by contact score) in my marketing automation platform until they are sales ready. That helps me keep sales from feeling like they're getting fed leads that aren't ready to have an actual conversation. This also keeps our D365 environment exclusive to actual sales opportunities (which makes it easier to maintain by rep, opp type, engagement, etc.). TL,DR; nothing goes into the Leads Entity unless it is truly a sales qualified lead. 
    • I'm sure you have already gone through this, but your de-dupe rules should be spitting out duplicate records on an import? I prefer to run mine on an email address rather than phone number (especially since the phone number from ZoomInfo is likely to be the corporate number rather than direct). 
    • In terms of scrubbing against what's already being worked by sales, could you use views for this? Maybe a view based on Last Activity Date?
    Hopefully those points help!

    ------------------------------
    Natalie Jackson
    Marketing Director
    emfluence Marketing Platform
    Kansas City MO
    ------------------------------

    The first step toward cloud success. - Migrate from CRM to D365 with expert guidance from Microsoft. I'm Ready


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