Bring Consistency to your Lead Management Process with Co-Pilot!

Lead Management Use Cases

Co-Pilot, our innovative Lightning Web Component on the AppExchange, transforms lead management and workflow optimization within Salesforce. Designed for flexibility and precision, Co-Pilot enables businesses to seamlessly deliver customized guidance on any object, ensuring the right users receive the right information exactly when they need it. This targeted approach empowers teams, streamlines processes, and drives enhanced productivity and efficiency across the organization.

Use Case: Lead Management Use Cases for Co-Pilot

Overview:

A common challenge that organizations across every vertical market experience, regardless of what product or service they're selling or the size of their deals, is defining and managing the “Lead Qualification Process”. From determining when to convert a lead to an opportunity, to ensuring proper follow-up strategies, poor lead management can and will lead to inefficient sales processes and missed revenue opportunities. Co-Pilot addresses a few lead management pain points by providing highly configurable workflows, tailored guidance, and proactive alerts to guide sales reps and streamline lead management.

  • A financial services firm hosts quarterly webinars for different industry segments. Marketing creates targeted campaigns, but sales reps often miss key follow-up actions due to poor communication and unclear expectations.

    • Co-Pilot creates alerts that guide reps on how to follow up with attendees based on the webinar topic.

    • Alerts include personalized email templates, key talking points, and instructions to add attendees to specific campaigns.

    • Each alert has a start and expiration date, ensuring that actions align with the event timeline.

    • Aligns sales and marketing efforts by providing clear, actionable follow-up guidance.

    • Ensures timely outreach, improving conversion rates.

    • Reduces miscommunication and missed opportunities.

    • Providing tailored messaging for different audience segments.

    • Automating campaign tracking to measure event ROI more effectively.

  • Co-Pilot bridges the gap between marketing and sales by delivering timely, actionable alerts tailored to event-driven campaigns. This alignment reduces friction between teams and drives higher engagement and conversion rates from event attendees.

  • A technology company selling enterprise software solutions struggles with inconsistent lead qualification practices. Sales reps are unsure of which leads are ready to convert into opportunities, often causing valuable leads to fall through the cracks or leads to be converted prematurely. This creates forecasting challenges and wastes resources on unqualified opportunities.

    • Co-Pilot sets up workflows that monitor lead scores, job titles, company sizes, and interest levels.

    • Alerts guide reps through a step-by-step qualification checklist, prompting them to validate key information such as budget, decision-maker involvement, and purchase timeline.

    • If a lead doesn’t meet specific thresholds, Co-Pilot suggests alternative actions like adding the lead to a drip campaign or scheduling follow-up tasks.

    Details of the Process:

    1. Marketing Manager Sets Up Alerts:

      • The Marketing Manager configures multiple Co-Pilot alerts, one for each event that the company will be attending over the course of the year. These alerts are created based on specific criteria relevant to each event.

      • Criteria for the alerts include:

        • Titles: Target decision-makers such as "CEO", "VP of Sales", or "Marketing Director."

        • Industry: The relevant industry focus for each event, e.g., "Healthcare", "Manufacturing", or "Technology."

        • Geography: Specifies the regions targeted for each event (e.g., North America, EMEA).

        • Company Size: Ensures that outreach efforts are aligned with the ideal company profile (e.g., companies with 50-200 employees or $10M-$50M in revenue).

    2. Alert Start and Expiry Dates:

      • Each alert is assigned a Start Date and an Expire Date, which are aligned with the dates of the events. This ensures that sales reps only receive the alerts relevant to the timeframe in which they should be taking action. For example, the alert for a Q1 event expires right after the event ends, ensuring that the sales team is focused on the appropriate follow-up.

      • The alerts are automatically deactivated after the expiry date, ensuring that sales reps aren't distracted by outdated tasks or irrelevant events.

    3. Email Templates and Sales Actions:

      • Each Co-Pilot alert includes pre-approved email templates for sales reps to use when reaching out to potential leads. The templates are personalized with dynamic fields, ensuring that each email feels tailored to the recipient.

      • The alert also includes attachments like brochures, event agendas, and product information that are relevant to the event and the prospect.

      • Talking points are provided to ensure that sales reps can speak confidently about the event, its value proposition, and how it connects to the prospect's needs.

    4. Campaign Management:

      • In the alert, the sales rep is directed to add the new lead to the appropriate campaign, ensuring that marketing and sales are aligned in tracking and nurturing these prospects. The campaign links the prospect to event-related outreach efforts, allowing for better tracking of engagement and outcomes.

      • The alert provides specific field updates to guide the rep in keeping Salesforce records accurate, such as tagging the lead with the event name and status (e.g., "Event Attended", "Follow-up Needed").

    • Consistent and accurate lead qualification standards across all sales reps.

    • Improved forecasting accuracy as only truly qualified leads progress to opportunities.

    • Reduced time spent on unproductive leads, allowing reps to focus on high-value prospects.

    • Automating lead status updates based on specific activities or inactivity.

    • Providing next-best-action guidance for nurturing unqualified leads effectively.

  • A retail business running a limited-time discount campaign struggles to ensure that sales reps prioritize leads expressing interest in the promotion. Leads often get lost in the pipeline due to poor visibility and follow-up coordination.

    • Co-Pilot highlights leads who’ve responded to the promotion and flags them as high-priority.

    • Alerts remind reps to follow up within a defined timeframe and provide approved messaging for the discount offer.

    • Once the promotion expires, Co-Pilot deactivates the alerts to prevent unnecessary follow-ups.

    • Consistent and accurate lead qualification standards across all sales reps.

    • Improved forecasting accuracy as only truly qualified leads progress to opportunities.

    • Reduced time spent on unproductive leads, allowing reps to focus on high-value prospects.

    • Automating lead status updates based on specific activities or inactivity.

    • Providing next-best-action guidance for nurturing unqualified leads effectively.

Co-Pilot can help marketing teams by ensuring that sales reps remain in sync with event schedules, proper messaging, and precise follow-up procedures. It also significantly reduces the friction between the two teams, helping them focus on their respective strengths to drive conversions and increase sales efficiency. By automating alerts, providing actionable content, and managing CRM data updates, Co-Pilot optimizes collaboration, ultimately leading to more successful event-driven outreach and better sales results.