it’s salesforce’s world & we’re just living … get lost in the database ... leads never...
TRANSCRIPT
Seriously. Just think about how businesses – your company, our company – depend on the most popular, cloud-based CRM in the B2B industry. Salesforce is the foundation upon which data-driven sales teams are built. There’s a reason why Sales Operations practitioners often preach: If it’s not in Salesforce, it doesn’t exist. Salesforce is the single source of truth for businesses to manage all of their precious data.
But Salesforce also can present some challenges for users. In fact, one gap in the CRM’s architecture can be particularly difficult to navigate.
That artificial boundary between leads and accounts in the Salesforce database makes it a challenge to connect all of the dots in complex sales cycles. In fact, it’s likely hurting your bottom line – and you might not even know it. That’s because delegating manual tasks like assigning leads to busy sales reps is a recipe for costly errors.
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+ IT’S SALESFORCE’S WORLD & WE’RE JUST LIVING IN IT
There is no natural connection between leads (people) and accounts (companies).
This is a problem every business faces – especially ones adopting account-based strategies.
Sales and marketing teams need 360-degree visibility into all of the activities within high-value, target accounts.
Fortunately, there is a better way to manage leads and help your business extract even more value from Salesforce. LeanData’s fuzzy matching algorithm and first-of-its-kind routing Flow Builder interface gives organizations the ability to automate their entire lead management process.
With matched data, sales reps aren’t bogged down with tedious tasks and marketers can prove the effectiveness of their campaigns with accurate reporting. And because LeanData is a member of the Salesforce AppExchange, data is managed entirely within the CRM’s safe and secure ecosystem.
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LEADS get lost in the database
LEADS are linked to the wrong accounts
LEADS are followed up by multiple reps
How can you truly be account-based if you don’t know what leads match into accounts?
COST OF THE LEAD-ACCOUNT DISCONNECT?
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+ �HOW� LEANDATA� HELPS� BUSINESSES GET THE MOST FROM SALESFORCE
MATCHING ROUTING ATTRIBUTION
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Account-based sales and marketing strategies are all the rage. But you can’t do Account-Based Marketing, Account-Based Sales Development or Account-Based Anything if you don’t know what leads match into accounts. But Salesforce assignment rules make that incredibly difficult.
LeanData’s algorithm overcomes the gap in Salesforce by creating a bridge between leads and the corresponding contacts and accounts. It looks beneath the surface and creates a match based on multiple fields in Salesforce. Even leads with emails domains such as Gmail and Yahoo, or different company name variations, can be matched.
Fuzzy matching reveals unseen relationships within an organization’s Salesforce database. Lead-to-account matching is only the start of the functionality available because LeanData’s high-fidelity matches enable organizations to get really creative.
CHALLENGE SOLUTION BENEFITS
MATCHING SALESFORCE OBJECTS
CUSTOMIZABLE TIEBREAKERS
DUPLICATE MERGING
MATCHING
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Marketing invests heavily in Demand Generation efforts. But all too often those valuable leads don’t end up in the hands of the correct sales team member. That's a waste of time, money and effort.
Out-of-the box Salesforce assignment rules consist of unwieldy if-then statements that grow even more cumbersome as organizations scale. But LeanData’s visual, drag-and-drop interface gives businesses the ability to construct lead flows in an intuitive manner. Easily make changes, in real-time, as business needs evolve.
Leads never fall through the cracks or gather dust in default queues. They all are routed based on rules you design. Net-new leads go to the front-line Sales Development Reps. Leads matching to open opportunities go to the owners handling those accounts. Existing customers go to the Customer Success team. No lead is ever left behind.
CHALLENGE SOLUTION BENEFITS
LEANDATA BRINGS TO LIFE
EVEN THE MOST COMPLICATED
LEAD FLOWS THAT YOUR
SALES TEAM CAN ENVISION.
SPEED & CONTEXT
CUSTOMIZABLE ROUND ROBINS
AUTOMATIC CONVERSION
ELIMINATE JUNK LEADS
REAL-TIME METRICS
CONTACT ROUTING
PEACE OF MIND
ROUTING
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Proving impact is a constant source of frustration for marketers. Research firm SiriusDecisions has determined that only 48 percent of B2B marketing organizations regularly measure marketing influenced pipeline. Part of the reason is that divide between leads and accounts makes it nearly impossible to accurately report campaign influence.
LeanData’s Marketing Touch object creates a link between previously unconnected objects within Salesforce. This ability to tie together all campaign members (including relevant leads and contacts) to opportunities allows marketers to show they are maximizing the value of every dollar spent on Demand Generation.
A customizable campaign influence wizard gives businesses the flexibility to crunch data in ways that make the most sense for them.
CHALLENGE SOLUTION BENEFITS
SOPHISTICATED WEIGHTING
MAP ENTIRE BUYER’S JOURNEY
INCLUDE ONLY WHAT’S RELEVANT
IDENTIFY WHAT’S WORKING
IDENTIFY WHAT’S NOT WORKING
ATTRIBUTION
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- �PERILS OF�BUILDING�IT�YOURSELF
ANY HACK WILL REQUIRE
CONSTANT MAINTENANCE
AND RESOURCES
DIVERTS DEVELOPER
TALENT AWAY FROM
OTHER PROJECTS
REVENUE GENERATION
PROCESS IS RELEGATED
TO A WORKAROUND
KNOWLEDGE LEAVES WHEN
DEVELOPER RESOURCE
LEAVES THE COMPANY
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+ �MAKING�SALESFORCE EVEN�BETTER
Your business depends on Salesforce. Get the most from your investment. Maximize the full value of every lead.
That’s the magic of matching leads to accounts, routing them to the right rep and enabling marketers to accurately report on their campaigns. You can bring order to the chaotic world of CRM data.
If your sales and marketing teams can dream it, you can build it with LeanData.
CONNECT THE DOTS AND CRAFT MORE PERSONALIZED
EXPERIENCES FOR PROSPECTS AND CUSTOMERS.
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ABOUT LEANDATA
Request Demo
LeanData’s best-in-class solution simplifies the complexity of the B2B sales process through intelligent lead management. LeanData makes revenue-generation teams more successful by matching leads to accounts and then automatically routing them to the right rep, every time. More than 250 businesses such as Nutanix, Palo Alto Networks, Marketo and Cloudera use LeanData to maximize marketing ROI and close more deals.
POWERING TODAY'S FASTEST-GROWING COMPANIES
MIKE MANHEIMER Senior Director of Marketing at Gainsight
I can’t imagine a world where we wouldn’t have LeanData routing for us.
LARS NILSSON Vice President of Global Inside Sales at Cloudera
LeanData is one of the biggest developments in CRM in the last 20 years by breaking down the barrier between the lead object and the account object in Salesforce.
RAVE REVIEWS
Named one of 16 favorite Apps on the Salesforce AppExchange
