Dupes, Dupes and More Dupes; Turn on De-Duplication Lead Management
About a month ago we launched began beta testing our new de-duplication management solution within Leads360. Like most of our solutions, we developed a very sophisticated and flexible de-duplication engine that can identify, merge and act on duplicates in real-time. Today we turned on the capability for our own sales team and I’ve begun using it. There are a number of uses cases where de-duplication management is useful. For some of our clients, it’s a way to identify duplicate leads sent by the same lead provider. In other cases, our clients don’t want to pay for a lead that they’ve already generated through their own website. Another use case could be simply merging multiple inquiries from the same customer. For our own sales team we use in this way:
1) A prospect comes to the site and submits a lead
2) Sales person speaks with the prospect and determines they are not ready to buy, changes lead to nurturing
3) A month later the prospect comes back to the site after seeing a banner for a sales lead management whitepaper and downloads it
4) A duplicate lead is generated
5) De-duplication management catches the lead automatically before it gets distributed to another sales person
6) The new lead is merged into the old lead, so all the new contact information is made available along with the original lead data
7) The original sales person is alerted by an email that the prospect has come back into the pipeline and to follow-up
What is your challenge when it comes to duplicate leads? How do you solve that right now?
