This is a perfect way to overlook what your marketing efforts are generating. The leads list basically shows a detailed view of companies and contacts based on their marketing score generated from website visits, email campaigns and form submits.
Get the most out of the leads list
The answer is really; use filters. At first, the leads list can seem a bit intimidating supplying a large amount of data. This is really the power when combined with filters.
- Narrowing down the date interval to the current week or month will give you a quick overview which of your companies that are active right now.
- Activating the order filter to only show companies that don't have an order will show you non-customers
Second, this is where you assign users to companies. Companies that are generated enough marketing score you might want to book an appointment with.
Leads list -vs- Marketing board
In the top menu of the leads list, you can toggle between two view modes with the second one being called The marketing board. The marketing board is a column based feature showing where in the sales process your hottest companies are. Read more about the marketing board here.
Showing companies -vs- contacts
In the top part of the leads list, you can choose to either show companies or contacts in the list. When toggling to show companies a column showing the number of contacts with marketing score is available. This is a good indicator of how big an interest the company has. If only one of fifty contacts are looking at you, you might want to increase some marketing efforts such as advertising.
Number of marketing events -vs- total score
In the top part of the leads list view, there's a toggle where you can switch from either viewing the companies/contacts sorted on the total amount of marketing score or the number of marketing events they've made.
The total score is an aggravation for the score of all marketing events that either the contact has made, or if showing companies; all contacts working at that company.
The number of marketing events does not take marketing score into consideration. If a contact has opened two emails, their number of marketing events would be two.
On the right side of every company and contact row inside the leads list, you can find a thumbs down icon. Clicking this one will reset all marketing score for that row. This is useful when an affiliate company, perhaps your web agency or similar is generating a lot of score at the moment. By resetting they will no longer have the same position in your leads list.