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all right welcome back to you demand geniuses to demand gen TV I'm your host Dave Lewis and here we teach you the methods and technologies for driving growth today I'm gonna be joined by my co-host Sabrina Killian and we're gonna dive back into the topic of lead management here we go [Music] thanks Damon are you ready to dive into some more lead management I am I'm super excited as you take us through where we left off in that first episode yeah absolutely so in this second episode of this series we're gonna show what happens when someone is captured into our database the notifications that are sent and then when someone who is a hand racer what happens in as far as their lead management flow from marketing to sales and all the way to sales except it is what we'll see today love it let's do it yeah all right let's go okay what we're looking at right now is one of our main contact forms on our site and you'll see you know we've got several fields that someone has to complete when they're contacting us and letting us know you know what they're reaching out to us about I do want to point out that on this main contact form that someone is going to fill out that they are going to be inputting two pieces of our lead scoring model that you can get and reference in the lead scoring series of videos that we have already done for you guys based on all of the information that they fill out on this form including two pieces of information that gets scored they will start to come into our database and typically you know they would come in as an inquiry someone new to our database but we consider people who fill out these high-value forms our contact forms to be hand-raisers they're literally raising their hand and asking us to contact them so in this part we do take a little bit of a different lead management flow so these folks who fill out any of our high-value contact us forms come into the database and are quickly MQL and hand it off to our sales team so let's take a look at what that looks like when they fill out the form the first thing that happens is they come into our Marketo database we're a Marketo shop here into our marketing automation system they flow through all of our typical programs on the back end including our lead scoring and our lead management program as part of those programs specifically for our web forms a notification that you are looking at now is kicked off and this is you you can see sent to both our marketing our sales teams and then also we have an internal you know instant messaging system that we use with RingCentral and the instant messaging piece of that is GLIP and we also send this whole alert over to the instant message system so not only does marketing and sales both get an email about this contact hand-raising Simek but they also get an instant notification and our messaging program as well as I mentioned earlier since this is a handraiser someone who is filling out one of our high-value forms on our website and saying please contact me these folks are instantly nql so in addition to you know getting the email notification about what they submitted on that contact form our sales team at our marketing team are also gonna get an email alert from Salesforce that is talking to them and saying hey this person is now in MQL gives them a link to their record and shows them what their lead scoring rating is and a little bit of information in this point here that person can click automatically to that person's record in Salesforce and start taking a look over at that lead which lets do as well if you're still following along with me here you'll see that when this person came into our database we've got several of the lead scoring pieces of information and we had talked about in a previous serious I can see how they came into the database you know what they filled out onto the form I could also take a look at you know what they've done so far really quickly and their activities in campaign history but the most important part is that when this person came in and filled out this contact form which again is a high-value form for us for someone's raising their hand asking for it imagine to contact them it comes into the database and instead of going from just an inquiry and staying that and being assigned to sales we go ahead and marketing qualify these folks so you can see this change happening on this record here and then as part of our you know lead assignment you know routing rules then any MQL is then assigned to sales and then it's up to our sales team to look at this lead as you know David had talked about an episode wide and determined is this a good fit for sales to follow up with and if so you can see that our one of our sales team members here has taken it from a marketing qualified to a sales accepted status now anyone in sales and marketing can come to this record and look at this status of sales excepted and say ok sales has decided to accept and work this lead and is now working it and we can see that also additionally by the activities now being locked by sales so that is how one of your high-value you know hand-raisers comes in and flows throughout a leach management process from capture all the way to from marketing sales I love it Sabrina I love how you've integrated so many different systems into this this very systematic process as you saw what Sabrina showed you know sales teams a little spoiled the way that she has set it up because not only does a lead get captured and flows over to the CRM and it's nicely scored and nicely status but there's other things that sabrina showed you that we're doing which is a little unique some of you may have a program like slack we have one called GLIP from ring central and you saw those notifications that are literally getting sent into the feed we've come up with these groups over in our chat system and so sales can't miss any of this as well as the email notification that sabrina showed you and the reasons that we do that is for those of you that use salesforce you know that salesforce you know unless you're using tasks it doesn't really like light up you don't really know when those new records have just entered the database on what's going on so by taking those additional steps that sabrina has set up and we often set up for our clients really a lot of bells and alarms are going off and sales can easily right there from the email get right into the Salesforce record and engaged a great job Sabrina I know you like this oil our sales team but you know this is there's some change management involved in this as well so maybe at some point we'll talk about some of the training and the things that we do for our sales team so they know of course how to act on these different leads that are coming in all right what are we going to show I think next we'll show them how this actually the first part of it when a lead is captured in Marketo and take a quick dive into what that lead management program looks like inside of Marketo all right well hey let's do that on the next episode and if you haven't already click subscribe that way you get part of all of our content in your YouTube stream but if you click on the notifications bell right there below the video then you will get notified every time a new episode goes up and hey we're putting up new episodes every single week for you also don't forget to check the show notes below so in the show notes below you can see some of the links to additional resources and content we are always putting those below the videos and the show notes for you so be sure is that you watch these episodes you also see what we're posting there for you alright let's dive into the next episode shall we [Music]