LOS ANGELES--(Leads360, the market-leader in cloud-based intelligent sales automation solutions, today announced the availability of Performance-Based Distribution and Lead Scoring. Performance-Based Distribution is an industry-first sales automation feature that continuously learns and self-tunes based on real-time rep performance results to drive optimal lead assignment. The new Lead Scoring feature gives Leads360 customers the ability to quickly differentiate leads based on their quality score and utilizes the score to improve lead distribution and sales follow-up; helping sales reps prioritize leads that have a greater chance of converting.)--
“With this feature, Leads360 is taking data on lead attributes and behaviors and making it actionable for sales teams.”
Increasing sales effectiveness is the number one priority for chief sales officers, according to a recent Accenture study1. For many, this means implementing smarter sales strategies to fill the void between lead generation and revenue goal realization.
“Sales leaders are looking for ways to continuously optimize sales performance with technology, and more recently leveraging big data,” said Nick Hedges, president and CEO of Leads360. “However, traditional sales systems and CRMs fail, because they are so cumbersome to setup and difficult to continuously optimize without an army of dedicated analysts. Leads360’s Intelligent Sales Automation features, like Performance-Based Distribution, shift that paradigm by utilizing advanced algorithms to calculate real-time performance data and auto-optimize the sales process. It is proprietary features like this that regularly allow new Leads360 customers see four to five times sales conversion improvements within the first year of adopting our solutions.”
Many sales organizations today have limited insight into how successful their reps are with particular types of leads. Traditional CRM systems are unable to continuously optimize lead assignment based on rep performance, making it a challenge to maximize revenue potential.
By putting Leads360’s powerful Performance-Based Distribution capabilities to work, a sales manager immediately gains insights by tapping into historical performance data. Once programs are set up and running, Performance-Based Distribution auto-optimizes, assigning more leads to sales reps that are skilled at converting particular lead types or who exhibit greater capacity based on their historical performance.
“Leads360’s unique intelligent sales automation features, like Performance-Based Distribution, help us transform good salespeople into great ones by fully leveraging the diverse set of skills on our team and ensuring that everyone works on what they are best at,” said Dale Turken, President, Providential Bancorp. “As a beta client for Performance-Based Distribution we have been impressed by the feature’s potential to completely transform our already highly-effective sales efforts.”
Leads360 LeadManager takes lead scoring to a new level, with the ability to fully define and integrate a lead score to an organization’s lead distribution, contact, and sales strategy. By making a lead score actionable for a sales team and automating the distribution and prioritization process, there’s no guesswork by sales reps in determining which leads are the “hottest” in their pipeline.
“The addition of Lead Scoring is a critical next step in the evolution of intelligent sales software,” said Hedges. “With this feature, Leads360 is taking data on lead attributes and behaviors and making it actionable for sales teams.”
Lead scoring dynamically analyzes and grades leads based on key, pre-defined attributes and behaviors, assigning a numeric positive or negative value to determine the relative quality of the lead. The score can be incorporated into lead distribution rules and follow up actions, to help sales reps prioritize leads with a higher probability of converting. Use cases include:
- Linking the score to the lead qualification and distribution process
- Using the score to route leads to the most appropriate teams/reps
- Distributing higher quality leads to higher performing sales people
- Returning poor scoring purchased leads to lead providers
- Using the lead score to drive improved activity/prioritization for sales reps
Leads360 LeadManager can also accept lead scores from other scoring and marketing automation solutions, such as Neustar and Marketo, translating the score into appropriate actions for the sales team. Sales and marketing professionals that are new to scoring can turn to Leads360’s recent Lead Scoring 101 report to get a head start on their lead scoring efforts.
Leads360 is a market leading provider of cloud-based intelligent sales automation solutions that drive more effective and efficient sales processes and improved conversion rates. With unmatched expertise, drawn from a dedication to helping more than 5,000 clients automate and improve their lead response and selling processes, Leads360 has become the platform of choice for organizations focused on improving customer acquisition practices and business performance. Leads360 is a privately held company, recently recognized as one of the fastest growing companies in North America by Deloitte. Please visit www.Leads360.com for more information.
1 Connecting the Dots on Sales Performance, Accenture study, 2012