Increase Partner Satisfaction with Shared Leads | Northern Trail Outfitters

Strategies to Improve Partner Satisfaction with Leads

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Question

Northern Trail Outfitters (NTO) uses channel partners for selling and servicing its products. As volume of leads has increased, NTO has noticed a decrease in satisfaction from partners on the quality of leads and a noticeable decrease in the lead conversion rate.

What should the consultant suggest in order to increase partner satisfaction with the leads being shared?

Answers

A. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.

B. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.

C. Create multiple validation rules to ensure that all fields on the lead record are populated with data.

D. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.

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Explanations

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A. B. C. D.

To increase partner satisfaction with the leads being shared, the consultant should suggest the following solution:

B. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.

Explanation: Creating a custom lead score field is a recommended approach to evaluate and assess the quality of leads. By assigning a score to each lead based on specific criteria, NTO can prioritize and allocate leads that exceed a certain score to its channel partners. This ensures that partners receive leads with a higher probability of conversion, thus increasing their satisfaction.

Here's a more detailed explanation of why option B is the correct choice:

Lead Assessment: By creating a custom lead score field, NTO can establish a systematic process to assess the quality and potential of each lead. This score can be calculated based on various factors such as lead source, demographic information, lead behavior, and engagement levels. This comprehensive evaluation helps identify leads that are more likely to convert into customers.
Quality Selection: Assigning leads that exceed the established lead score threshold to partners ensures that they receive leads with a higher likelihood of success. This eliminates the frustration of partners receiving low-quality or unqualified leads, increasing their satisfaction and motivation to engage with the leads provided by NTO.
Efficiency and Productivity: By focusing on higher-quality leads, partners can invest their time and efforts more efficiently. They can prioritize their resources and allocate them to leads that have a higher chance of conversion. This approach improves partner productivity and increases the overall conversion rate, benefiting both NTO and its channel partners.
Collaboration and Alignment: By involving channel partners in the lead scoring process, NTO can foster collaboration and alignment. The partners can provide valuable insights and feedback regarding lead quality, enabling NTO to refine its lead scoring criteria over time. This collaborative approach strengthens the partnership between NTO and its channel partners, leading to improved satisfaction and mutual success.

In summary, option B suggests creating a custom lead score field to assess lead quality and assigning leads that exceed this score to partners. This solution enhances partner satisfaction by providing them with high-quality leads, improving efficiency and productivity, and fostering collaboration between NTO and its channel partners.

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