Lead Stream Optimization

Prioritize and Optimally Route Leads for Sales Follow Up

Many companies, especially business-to-business companies that serve the small / mid sized business segment, often have an overwhelming number of leads and ongoing dialogues with prospective customers. These leads come in over the transom in the form of inbound emails, software downloads, webinar attendance, event registrations etc. And many of these companies also work with resellers who demand high quality sales leads to pursue. To do this they often create call centers to telequalify leads before passing them on to their resellers and sales partners.

Lead Stream Optimization™ is our approach to helping sales and marketing organizations prioritize and then optimally route leads for sales follow up. Our approach makes use of existing CRM and customer contact data from across the organization to build a score that identifies prospects who are both imminently ready to buy, and who would benefit from the right kind of timely sales follow up. In the cases where we have applied Lead Steam Optimization™ the impacts have been very significant, lifting call center productivity, lead conversion rates and average deal sizes all by large factors.

We have a detailed Lead Stream Optimization™ methodology whitepaper available. Click to download
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