Lead Journal
Definition
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Defining a new Lead Journal Profile
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Business Segment / Vertical Specific Lead Profile Journals
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Updating Lead Journal Properties
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Custom Data Columns Definition
A Lead Journal is created and
used in the lead tracking system in order to
group all the incoming leads with certain
similar attributes under a particular category.
For example, the home insurance and health
insurance leads of an insurance agency may be
collected under different journal definitions.
Please note that the lead management system
comes with default lead journal definition for
generic use as well industry segment specific
use.
A
business with multiple business segments or
different products can capture leads with relevant
information for each category separately, with the
help of separate Lead Journals. A Journal is a
template that specifies the information to be
collected from a lead. This way the insurance
organization can ensure the collection of relevant
information from each lead based on the requirement.
We need to add all required fields to the Journal
Definition before we start receiving leads. The
following snapshot depicts the first step in a Lead
Journal Definition.
Lead Profile Customization
There is a lot of room for customization of the lead
collection process, in the Leadpro Lead Management
System. The name of the Lead Journal may be
customized based on the product under which the
leads are grouped. The information collected from
each lead may be altered on a per journal basis. A
number of lead properties need to be set in the
Journal Definition in order for the effective lead
management.
Lead Assignment Properties
A
Lead Journal consists of vital information necessary
for Lead Assignment to the entities such as regions,
sales areas and inside sales areas defined in the
sales organization.
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Specify if lead assignment is performed
automatically (based on a set of rules) or
manually.
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Define if lead assignment for inside sales may
be performed automatically (again, based on a
set of rules) or manually.
-
Specify if manual assignment of sales entity or
inside s sales in allowed in lead entry screens
The other options include auto population of the
city field based on the zip code, logging of
automatic lead assignments and following of shift
based sales entity assignment. The following picture
shows the selection of these properties.
Data Field Properties
The data field names in each journal can be modified
to collect the right information required for that
lead to be useful. The fields used in the automatic
assignment processes and the required fields for
each lead may also be specified. The options
available for defining each data field are:
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Required
- Defines the Required (mandatory) fields for
each Lead information captured.
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DeDupe-
Fields are marked and used to decide if a
received lead is a Duplicate.
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Each
organization may decide to use different
criteria to decide duplicate leads.
- Group
Leads-
Columns which helps to decide if the same lead
(for same product) comes from different lead
sources. Also referred to as Associated leads.
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Similar-
If there are multiple requests / inquiries from
the same contact person.
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Profile-
Fields marked are used for dynamic reporting (in
profile summary report)
Custom Data Fields
An organization may add data fields of its own to a
Lead Journal. These may be used to collect required
information for a particular product or service. For
example, heath insurance leads may be asked for
information about prevailing health conditions. The
custom data fields have also been provided with a
few static options. Let us assume that the new data
field must contain a value from a specified list. In
order to achieve this, we may select the Answer Type
to List of Values and then specify each of
the values as shown below. Another answer type that
may be used in the custom data field is Date,
which is specified in the mm/dd/yyyy format. A drop
down calendar will appear during Lead Capture.
The State answer type may be selected when we
need to specify a state in a particular country.
When we select this type only the states from the
specified countries will be added. Any number of
countries may be added from the list provided. The
states will appear in the Country-State format in
the drop down menu. Say we need to specify states
from the USA and Canada. We need to select those two
countries from the menu and all states from those
two countries will appear.
The other options available in the Answer Type are:
Numeric, Alphanumeric, Decimal and Zip. These
may be used to enter yearly income, number of visits
to the doctor, zip/postal codes etc. depending upon
the organizations needs.
Apart from these static data field options, LeadPro
Lead Management software also allows an organization
to add its own dynamic data fields in the question /
answer format based on its needs. Note that the Lead
Journals are available in ready state in the system
for the following lead verticals:
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Insurance leads
(Health, LTC, Life, Home, Auto, Annuities, etc.)
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Mortgage /
Refinance leads
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Real Estate
leads
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Debt
Consolidation leads
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Loan
Modification leads
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