The Good News: Thanks to LawProspector Direct, your entire sales and marketing team now has voluminous data about the top 40,000 active pieces of litigation being streamed live to your salesforce.com account.
The Bad News: Now, using limited resources, you have to prioritize targeting the best of those cases, litigators, law firms and trial teams. What is a sales manager supposed to do?
Phew, there’s an answer, and its guaranteed to make your sales team more effective than ever before!
LawProspector Direct streams all of the critical data that your litigation support sales team needs to increase sales, directly into your salesforce.com account. The data includes information about key litigators, case types, law firms and key litigation deadlines and is delivered via a confidential one-way pipe in real time. Having this information allows your team to precisely target cases and litigators, especially your current clients, at precisely the time they will most likely need your litigation support services.
For some sales teams, having so many leads is a blessing and a curse. Currently, LawProspector Direct is delivering live data on 40,000 active cases and 100,000 attorneys. A sales team without a sophisticated sales process or a smaller sales team needs a way to prioritize targeting those cases and litigators where they have the best chance of winning a deal. So, for one LawProspector Direct subscriber, we worked with the sales manager to develop a custom system that instantly helps their sales team see the top 50 deals they should target now.
Click image to enlarge
The system, called Deal Score!, ranks all 40,000 active cases in their salesforce.com account from 0-10 with 10 being a perfect litigation support sales target for this trial-focused firm. Out of 40,000 opportunities, only 50 qualified as an 8,9 or 10 using their highly refined scoring approach. The underlying factors that contribute to this score are those identified by our subscriber as key to winning a deal. The four factors are 1) Client: whether a former client was involved in the case; 2) Geography: whether the case was being tried close to one of their offices; 3) Priority: whether a top priority law firm was involved in the case; and 4) Schedule: whether a Markman hearing or trial was imminent.
The snapshot above shows one case in their salesforce.com CRM system (click here to enlarge). Most of the fields are being populated by LawProspector Direct. Note the circled Deal Score! section and the depth of information we make available to your sales steam. Every field can be searched, sorted and have reports built about it. Now, by enhancing your salesforce.com with an automated and objective prioritization system like Deal Score!, achieving sales results will be easier than ever before.
If you would like to see a more complete demo of our new LawProspector Direct product, please call 800.738.8018 anytime or email sales@lawprospector.com.
