Leads

The definition of a lead in Glencoco's platform.

Definition(s)

• A lead is a combination of person-level information and company-level information that sales reps can use to reach out to solicit interest and secure meetings/pipeline.

• A lead is a row in a spreadsheet or a database that might have some of the following information:

  • Person First Name

  • Person Last Name

  • Person Email

  • Person Title

  • Person Business Phone

  • Person Mobile Phone

  • Person Linkedin URL

  • Person Time Zone

  • Company Name

  • Company Website

  • Company Headcount

  • Company Revenue

  • Company Industry

  • Company Location

  • Custom Context (e.g., useful context like "this prospect last visited the campaign company website on...")

• All leads actually consist of information about two Objects smashed together into one concept: attributes about people (which we call Contacts), and attributes about companies (which we call Accounts).

  • Accordingly, when leads are uploaded into our platform via Lead Ingestions, either as one-off additions, bulk via CSV, or via CRM Integrations, we split each "lead" out into two objects:

    • Contacts

    • Accounts

• Leadshave Lead Statuses

Why it Matters that We Split out Leads into Contacts and Accounts

We group, or "bundle" Contactstogether based on whether they belong to the same Account.

This impacts:

• Account Details (you can see all the Contactsfor a given Account)

• Pulling Leads from the Lead Pool (pull count is the number of Accounts; if there are multiple Contactsper account, the number of Contactsin lists may be greater than pull count)

Access & Privileges

• Customers can fully manage leads for their Campaigns with the following functionality:

  • ✅ view (allowed)

  • ✅ upload (allowed)

  • ✅ export (allowed)

  • ✅ disqualify (allowed)

  • ✅ remove (allowed)

• ApprovedCaller (aka Fractional Rep)s can partially view leads pulled by Pulling Leads from the Lead Pool with the following functionality:

  • ✅ view (allowed)

  • 🤔 upload (it depends on Self Sourcing Allowed)

  • ❌ export (not allowed)

  • ✅ call (allowed)

  • ✅ email (allowed)

  • ✅ schedule (allowed)

  • ✅ disqualify (allowed)

  • ❌ remove (now allowed)

Learn about Lead Ingestions

Learn about Leads -> Contacts & Accounts

Learn about Deduplication