John Deere's CLG streamlines lead management, integrating with Handle for efficient sorting and action on data.
John Deere’s CLG (Customer Lead Generator) is a smart way to prequalify leads, so you can set priorities and help salespeople invest their time efficiently. The key is to filter and sort CLG data effectively so you can take action on it. And that’s where Handle can help.
We have developed the ability to automatically extract CLG data and pull it into Handle, where you can turn CLG data into actionable opportunities. For example, one dealer has set up this process for handling CLG leads:
- An opportunity is created in Pipeline when a CLG lead shows a probability of 30% or greater.
- Leads are automatically assigned based on the lead’s county and equipment category.
- The sales team has a view to see all leads assigned to them and can pull them in with a single click for follow up.
- Management has dashboards configured to monitor who is pulling leads, following up, and closing leads.
Here is are some key components to this integration:
- CLG Accounts: Accounts and their likelihood of making a purchase.
- CLG Leads: The individual transactions driving an account’s probability of purchase.
- Assignment: Assign leads to specific people based on the category in the region.
- Configurable: Distribute and manage leads based on your dealership’s flow.
- Automation: Create pipeline records and follow-up sequences linked to CLG records.
- Measurable: Track who’s taking CLG leads and successfully moving them forward.
CLG + Handle
CLG has a record for every customer, and they evaluate that customer’s data across multiple data points every day.
They know when the customer’s leases will expire or when they’re likely to buy. They also generate background information related to those leads, including transactional information and things that need follow-up. Each account has its total probability of purchase, supported by the individual transaction / leads to follow up on
Our CLG Integration pulls that data into Handle, giving you a large database that you can search and filter to generate quality leads for your organization.
Once CLG is integrated into Handle, you can search for companies that have at least X% probability of buying. You can see the background of these leads, including where they came from and related transactions.
Handle lets you:
- Run queries at the Account or Lead level to push manageable lists to team members.
- Link accounts / leads to an existing business system account.
- Auto-assign leads to salespeople based on their geo-location or category of equipment.
So for example, you could have two salespeople in the same county, one selling large equipment and the other selling small. You can configure the system to auto-distribute leads to the right salesperson as they come in.
Using CLG Data
The value of CLG leads is that you aren’t reaching out to people blindly. You know their probability to purchase or finance, and you know the piece of equipment they’re likely to trade / buy.
You also know the background of those transactions. Let’s say the customer has an 80% probability of buying a tractor. This may be because they have financing on one piece of equipment and another that the warranty is expiring soon or some other variables. The CLG Account shows a high probability, and the details are available to assist the salesperson in their discussion.
Note: CLG Account and CLG Leads are both searchable to create views and dashboards.
Manually Create Opportunities in Mass
When you view the CLG data in Handle, you can select individual leads to map follow-up calls or opportunities.
- Select the leads.
- Click on Actions.
- Select Opportunity JDQuote.
An opportunity is created for each of those leads.
Note: We can enable whatever action you want to take with CLG leads.
Auto-Assign Opportunities
We can also configure the system to automatically create opportunities and assign them to the right person. To do this, we build a configuration table inside the system that specifies territories based on the county, ZIP code, categories of equipment, and other relevant data.
Distribution of these leads can be configured however you need.
- They can be assigned to specific salespeople as they come in.
- They can be put into a queue for salespeople to pull from.
- They can be sent to marketing or business development to be reviewed, marked as active, and added to the salesperson’s queue.
Note: We can configure all kinds of complex automations that trigger actions when certain thresholds are hit. For example, when you import X number of people fitting Y% probability, the system will create leads automatically. We can also set up conditional workflows based on if-then logic.
For these types of automations, please schedule a consultation with our support team.
Create Tiles
To track CLG leads, you can create tiles for, say, people with at least an X% probability for financing.
Another option is to create a tile that shows leads with an X% probability but don’t have a call or other action on them.
Measure and Track
The CLG integration tells you where leads came from, how they were generated, and what happens with them once they’re in Handle. That makes it easy to measure performance, including who is following up on leads and who is successfully moving them forward.