How List-based and Queued-based Lead Management Systems Drive inside Sales Performance

Sales-based CRM tools have given sales representatives the ability to utilize customer information and selling strategies to facilitate cross-selling and up-selling activities from inside the organization. This concept, known as “inside sales”, is a fast growing trend and its key success is reliant on how efficiently generated leads are managed. Leads are information about potential customers and are managed either through a “list-based” platform which offers a long list of leads and it is upon the sales representative to filter and select which lead to manage, or a “queued-based” platform which uses a designed workflow sequence to automatically filter and select the next-best lead for a representative to manage. This project seeks to identify the best lead management system (List-based or Queued-based) to use as part of an inside sales tool to achieve an optimal sales performance.

Faculty Supervisor:

Morad Benyoucef

Student:

Partner:

VanillaSoft

Discipline:

Business

Sector:

Professional, scientific and technical services

University:

University of Ottawa

Program: