Challenges
- Lockall faced a significant challenge in managing a high volume of sign-ups across both their B2B and B2C pipelines, all sourced through referral partners.
- The absence of segmentation posed a significant hurdle in identifying and prioritizing valuable leads over others.
- To optimize limited manpower, efficient lead prioritization was the need of the hour.
- The implementation of complex workflows, utilizing meeting outcomes and email opens, was critical in effectively reaching out and nurturing the leads.
Strategy
- Through the implementation of Zapier automation, Referral Factory’s integration with Lockall’s cloud telephony system was successfully reimagined.
- The correct mapping of values paved the way for the effective segmentation of inbound leads through referral partners.
- To further optimize its lead prioritization process, we implemented a comprehensive 73-point workflow system.
- This system factors in a multitude of variables, including email domain, deal pipeline, meeting attendance, and email opens, to provide sales reps with a priority score for efficient outreach.
Outcomes
- 50% Reduction — in Manual Tasks
