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Hot new Sales Leads on your website

Greta (Workbooks Online) Posted: 2017-05-08 15:09

Prerequisite: This report uses the Web Insights module, and will not work if you’re not licensed to for this feature. Your system administrator will be able to confirm if you have this extension.

 

Overview

Did you know about our Success Clinics?

This forum post is discussed in our 'Web Insights top 3 reports' Success Clinic video. 


This forum post explains how to build a report that displays leads that have visited your website in the last month. It also applies/uses 5 star rating and CSS styling based on the Insights Total score, which helps you prioritise the order in which you follow-up on the leads.

lead.jpg

By combining customer/lead profiling and Web Insights data in one report, you can easily identify which leads are hot and therefore need to be contacted. You may have a large number of leads being generated on your website e.g. Your Marketing team may be generating a lot of website traffic.  This report will enable your Sales team to become more efficient by highlighting which leads are hottest, and also enable you to exclude any that are not considered a ‘good lead’ for your business.

 

Lead profiling

 

It’s important to rank Sales Leads based on their characteristics and have a set definition of what a considered to be a good lead for your business. This will vary from company to company, but the criteria may include:

  • Revenue size

  • The number of employees

  • Location

  • Industry

  • Type of Business

  • Budget


Based on the characteristics that identify your target market, add them as a criteria to your report to exclude those leads that don’t qualify as ‘good leads’ to your business. For example, you may only be interested in small companies based in London that have less than 50 employees. In this example you’d need to this criteria:

lead2.jpg

Web Insights

 

If you have purchased the Web Insights module and set up the integration in Workbooks, you should see Online Activities in your database that represent your website traffic. The integration will attach these Online Activities against existing Sales Leads or will create the new ones as explained on our Introduction to Workbooks Web Insights page.

 

Being able to see which Sales Leads have been on your website recently and the pages they’ve visited allows you to focus sales on the hottest leads. You might have a lot of leads that have been generated some time ago, but your sales team haven’t been able to convert them into Opportunities. If these leads have been recently visiting your website, they will appear at the top of the list and will be easily identified as ‘hot ones’ if their Insights Total Score is high.

 

You can find more information about amending your page scores in the CommuniGator Resource Centre.

How do I create this report?

 

Step 1. Create the Report using a Template Report

 

We’ve provided a Template Report (Template - Hot new Sales Leads on your website).  All you need to do is use the template as a starting point.

 

  1. Start > New > Report > select “Create a report from a template report”

  2. Select the “Template - Hot new Sales Leads on your website” template

  3. Give the report a suitable name and description on the Main tab of the report editor and click Save.

 

Step 2. Add Custom Web Insights Fields

 

On the Details tab, add the Custom Web Insights fields which were created by the plugin during first setup. These are:

 

  • Insights 30 Days Score

  • Insights 7 Days Score

  • Insights Industry

  • Insights Last Visit

 

You may want to change the order of the columns in the report so they are displayed to your preference.

 

Step 3: Add the criterion ‘Insights 30 days score > 0’

 

Leads who haven’t been on your website will have a score of 0, so adding the criterion ‘Insights 30 days score > 0’ will exclude these.

 

lead3.jpg

 

Step 4: Add the calculated column that defines Rating

 

Adding a calculated column using the formula below will show you how hot the lead is by displaying between 1 and 5 stars.

 

IF( cf_sales_lead_insights_total_score  >= 1 AND cf_sales_lead_insights_total_score <= 19, '*',

IF( cf_sales_lead_insights_total_score  >= 20 AND cf_sales_lead_insights_total_score <= 29, '* *',

IF( cf_sales_lead_insights_total_score  >= 30 AND cf_sales_lead_insights_total_score <= 39, '* * *',

IF( cf_sales_lead_insights_total_score  >= 40 AND cf_sales_lead_insights_total_score <= 49, '* * * *',

IF( cf_sales_lead_insights_total_score  >= 50, '* * * * *','' )))))

 

lead4.jpg

 

Step 5: Add the CSS styling column

 

You can then apply CSS styling to add colour to these star ratings. The formula below will show 1 star as blue, through to 5 stars as red.

 

IF( cf_sales_lead_insights_total_score  >= 1 AND cf_sales_lead_insights_total_score <= 19, 'color: Blue',

IF( cf_sales_lead_insights_total_score  >= 20 AND cf_sales_lead_insights_total_score <= 29, 'color: Green',

IF( cf_sales_lead_insights_total_score  >= 30 AND cf_sales_lead_insights_total_score <= 39, 'color: Purple',

IF( cf_sales_lead_insights_total_score  >= 40 AND cf_sales_lead_insights_total_score <= 49, 'color: Orange',

IF( cf_sales_lead_insights_total_score  >= 50, 'color:Red','' )))))

 

lead5.jpg

 

You’ll then need to apply this styling to the Rating Column. To this this:

  1. Edit the Rating Column

  2. Select Cell conditional styles Calculated conditional styling

  3. Select the Styling Column to Rating Colour

lead6.jpg

 

Step 6: Add criteria to restrict the results to only show the leads of interest

 

As above, you’ll need to add criteria to restrict your result e.g. If you only want to see Leads based in London with less than 50 employees, you would add the criteria as shown below.

 

lead2.jpg

Step 7: Share this Report with those that will be using it.

 

By default, the report will only be shared with the Users that are a member of the System User Group. To share with a wider audience, use the padlock icon in the top right corner of the report editor. You can find more information at Sharing Reports page.