Glossary
Lead allocation
Also called lead routing, round-robin
Deciding which salesperson owns which prospect. Common methods are round-robin, capacity-based - assigning to whoever has room - and criteria-based, by territory, industry or deal size.
The purpose is ownership rather than fairness. A prospect with no named owner is a prospect nobody follows up, and that is where most quietly lost pipeline goes.
Attaching the owner for the prospect’s whole lifecycle, rather than per campaign, is what stops a reply arriving with nobody responsible for answering it.
More terms
- Reply rateThe share of sent messages that receive any response, positive or negative.
- Social sellingBuilding relationships on social platforms - usually LinkedIn - through engagement, content and conversation, rather than through direct pitching, with the aim of being the person someone already knows when they are ready to buy..
- Ideal Customer ProfileA written description of the kind of company and person most likely to buy from you and stay.
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Definitions are the easy part
Applying them to 1,500 rows at once is the part that takes a team all week. Bring one export and see what a scored, ranked queue looks like on your own list.
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