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  • 1. Orphan Management 2013.06.27
  • 2. Orphans Data Source Leads Generation AgentsLeads Allocation Campaign Results Typical Work Flow Random Geo.Filter (often paper via manager) ?
  • 3. Limitations of Typical Work Flow  Difficult to get feedback and measure results  Hard to determine skills of salesperson  Customers not handled in time or correctly are burnt  Leads wasted and clients let down if not contacted  No consequence to salesperson if they don’t take action
  • 4. Orphans Propensity Modeling Data Source Leads Generation AgentsLeads Allocation Contact & Response Campaign Results Suggested Work FlowSuggested VariousFilters (Email direct) Profile sales team according to existing sales data Match leads to sales people Load up a pile of orphans. If they are maturities – at least 4 months before they mature.
  • 5. Orphans Propensity Modeling Data Source Leads Generation AgentsLeads Allocation Contact & Response Campaign Results Suggested Work Flow How this works practically VariousFilters (Email direct) (4000) Send out one or two leads to each salesperson. (2000) Feedback will start to come in. (1999) (1998) Reward good feedback with new leads.
  • 6. Orphans Propensity Modeling Data Source Leads Generation AgentsLeads Allocation Feedback Campaign Results Comparison of Work FlowsTypicalSuggested Random Geo.Filter VariousFilters (Paper via manager) (Email direct) ?
  • 7. Benefits of Value-Ad Process  Convert more leads (and increase revenue)  Waste fewer opportunities  Reward and therefore experience more good salesperson behavior  Great reporting  Low cost and easy administration
  • 8. Value-Ad – For more Information  www.value-ad.com  kevin@value-ad.com  Twitter - @kev_daly  http://www.slideshare.net/KevinDaly2  http://www.youtube.com/user/kevindaly007  http://www.linkedin.com/in/khdaly  +61 417 449619