Many companies face incredible challenges around engaging top of funnel prospects.
Let’s tell a story:
Customer is interested in a product, they hit the website, check out a few things and find a white-paper that has some really compelling information they want to understand better. They submit the “request this white-paper now” form, get the download, and go about their business.
Five days later, they get an email from an SDR asking if they’d like to learn more. In the prior 4 days, they already found an alternate vendor, took two meetings, and have started lining up their internal deal team. It’s too late for our poor SDR.
Today, 55% of companies take 5+ days to respond.
The InsightSquared Platform now supports Leads automation and management. As part of this support, we've added these key capabilities:
- Lead Reporting and Inspection
- Lead Activity Analytics
- Lead Activity Tracking (Last Touch, Last Inbound Touch, Last Meeting, Next Meeting... etc)
- Lead SLA Management (time to first touch, new lead notifications, etc)
- Lead Activity Capture and Sync (capture all emails and meetings, sync them to SFDC)
- Lead Insights
This set of capabilities will ensure your poor SDR never misses out on an opportunity again.
This new capability is available in your left navigation if it's been deployed for your instance and you have the appropriate permissions.
Similar to the visualization and report building you’ve used for Opportunities in your Pipeline, you can now drill down data related directly to Lead-defined activities such as last outbound email, last inbound email, meetings, etc. From a single interface, you can now understand trends across your funnel and better manage reps to increase predictability and improve outcomes.
The Leads interface offers Lead activity visualizations, the ability to build Lead reports based on your specific needs, and direct access to individual Lead details. As is available across the IS2 Platform, you will also have constant direct access to pertinent Action analytics and Instant Actions by clicking the Action icons next to a given Lead.
Define a set of Leads to manage and inspect. This allows you to have fewer inspection reports and better organization of the Leads you want to manage.
Lead Activity Visualization
Leads provide an in-depth visualization of Lead-oriented activity available in both a current week and month view. Percentage per activity, bar charts reflecting itemized activity volume, total activities, and total activity change percentage are calculated and presented by Lead totals or your own custom reports.
Build Leads reports with the data that matters to you. You have built reports in the IS2 Platform's Pipeline to reflect the data you need, now you can drill down even further and build reports specific to Leads data. Click on reports and add the items you need. You can create, save, edit, and share Leads reports.
Instantly access the details of a Lead; name, contact information, status, number of meetings, activity, and more by clicking on the lead name in your Leads view. Having instant access to this data improves efficiency, prevents toggling between tabs and allows a single click to access detailed data or return to the Leads view. Lead details also maintain a single click option to access Actions.
Lead Automation and Notifications (Slack & email)
- Notify reps of new leads assigned to them
- Notify reps of engagement SLA's (time to first touch)
- Automate Lifecycle Management (set lead to working on first email reply)
- And many more examples
Check it out! Make sure you run a report (the blue button on the right in your Leads view) so you can see lead data, and let us know what you think.
Contact support to enable these features for you.