LEADS. The Leads Overview Screen explained:

Transcription

1 LEADS A Lead can be a person who is a potential contact or a shell of an idea of the company or project that you want to investigate. The Leads Overview Screen explained: 1. Header: ID #, First Name, Last Name, Title, New Company, and/or Existing Company 2. Tabs: Overview, edit, activity, notes, DiscoverOrg, and LinkedIn a. Overview includes all basic info at a glance. i. All the internal info (like who owns the Lead or where it came from) is on the righthand side bar b. Edit all the editable fields on a Lead record c. Activity access to all the activity on the record, including edit history d. Notes The most recent 10 notes appear on the overview tab, but ALL notes can be reviewed here Oct 26, 2017 Page 1

2 e. If you have a DiscoverOrg account, you can take advantage of DO s integration with BH to easily get new leads & contacts into BH. f. If you have a LinkedIn Recruiter license, you can view a person s LinkedIn profile from within BH. 3. Workflow Icons: aka: Breadcrumbs. These show the main milestones in the life of a Lead (which is also the Lead Status). A lead can go down two possible paths: a. New Lead > Qualifying > Converted OR b. New Lead > Qualifying > Closed (either non-responsive or no interest) 4. Last 10 Notes: Click the arrow to expand and read the full note 5. Lead Details: Overall information about the Lead 6. Internal Details & Contact Info: Look to the right sidebar for Vaco internal info as well as the phone & address. This sidebar is visible on every tab, so you don t have to return to the Overview tab to make a call or launch an Tearsheets: Any tearsheets the Lead is on will appear here Create a Lead Click +Add to fast add a new lead. Users with a DiscoverOrg account can also import leads using the DO integration. At press time, Leads cannot be created from the Bullhorn for gadget or the BH Accelerator for Chrome. (This is a bug in longterm development.) Oct 26, 2017 Page 2

3 Internal Details: Owner: This field defaults to the User creating the record. If you are ready to assign the Lead to a colleague, you may change the Owner immediately. If you do not know yet who will be working the Lead, leave it as-is, to be updated later. Originator: This field refers to the person who brought us the Lead. o Originator is typically the person creating the record, but not always. o Knowing who is bringing in Leads is a measurable KPI for many teams, so this is a required field. Status: Default status is New Lead. (Status definitions below.) Lead Source: Where you got the Lead; how you found out about it. Branch: Defaults to the branch of the person creating the record Division: Defaults to the division of the person creating the record Lead Details: Comments: This is where you enter the preliminary details that communicate the nature of the Lead. First Name & Last Name: Because you may not have a name yet, the default value is Unknown Person. This will allow you to add notes to the record even before you have an actual person s name. o If you have a real name to enter, please do. o If you don t have a real name yet, leave as Unknown Person. Keep in mind that Bullhorn will think this is a duplicate lead record. Assuming you know this not to be a duplicate, you are safe to click thru the duplicate record warning and create the new Lead. New Company vs the Existing Company fields o If the lead involves a company that does not yet have a record in Bullhorn, you should enter the company name into the New Company field. (Note, when you convert this lead, you will have the ability to add the company record to BH.) o Conversely, if the company already exists in your database, use the Existing Company field to associate the company with the lead. Note: The company does not auto-populate the lead s address because the lead may not be at the same location. Notification: If you wish to alert a colleague of the new lead, you can send an notification thru BH. Oct 26, 2017 Page 3

4 Workflow Icons (Status): New Lead: This is an early stage, when there is likely limited information. Default status for any new Lead. Qualifying: The Lead is in the hands of the person who is qualifying the lead. Best Practice: Once a Lead is qualified, convert it to a Contact and/or Opportunity. Leads shouldn t stay in New Lead or Qualifying status if you have had genuine communication with someone about it. Chasing a lead not getting past a receptionist keep it as a lead. Once a relationship is being built, convert it. How to Convert a Lead (video): Converting a Lead Converted: A Lead that has been converted into a Contact and/or Opportunity (or in some cases, a new Candidate). Closed (Non-Responsive): After several attempts to make a connection, you re getting nowhere. Close the Lead as Non-Responsive. You can always do a search later for all Leads in this status if you want to try again in the future. Closed (No Interest): The person or people you have reached are not interested in what we have to offer. Close the Lead as No Interest. You can always do a search later for all Leads in this status if you want to try again in the future. Suggested Workflow: 1. Individuals Add a new Lead. Make sure to note who is the Originator of the Lead. 2. Assign the Lead to the person who will be working it by changing the Owner. Notify the new owner of the Lead assignment by entering their name in the notification box. 3. Producers working leads should have a saved search of all Leads they are actively working. As with other entity lists, the columns displayed in your list can be modified to suit individual preferences. Oct 26, 2017 Page 4

5 Best Practice: Include the Status column in your list view so New Leads that have been assigned are easily identified. 4. During the initial review of the Lead, change the status to Qualifying. Click here for more info on Lead List Management. 5. Lead stays in Qualifying status until it is converted or closed. (How to Convert a Lead video: Converting a Lead.) Oct 26, 2017 Page 5