Inspired Marketing: Thomson Reuters’s Sarah Smith on Lead Management

Inspired Marketing: Thomson Reuters’s Sarah Smith on Lead Management

In an effort to allow sales reps to focus on selling product, Sarah Smith, Marketing Operations Manager at Thomson Reuters, cleaned up their lead management system. Using a one lead per contact approach, their sales reps can now focus more on selling their products to qualified customers vs. prospecting a potential customer. Find out more of the journey on this weeks episode!

Tune in and Get Inspired to:

  • Introducing a centralized demand center
  • Benefits of a one lead per contact approach
  • Use profiler and outreach tools to manage a leads engagement history
  • Getting the sales channel buy in for a sales development team
  • Inspiring, implement and integrating new ideas



Key Takeaways:

[:55] Who is Sarah and what does she do for Thomson Reuters?
[1:55] When developing their one-lead-per-contact system, what were Sarah and her team originally trying to solve for?
[3:55] Where is Sarah today on this project?
[4:30] The lead now only receives one dedicated sales rep, based on the multiple products they’re interested in.
[6:00] How did Sarah start a project like this?
[7:00] What were some of the most important steps Sarah had to focus on?
[9:15] What would Sarah do differently?
[12:15] What kinds of wins did Sarah see?
[13:00] What’s next?
[15:10] Sarah shares what her experience with the Outreach integration has been like.
[16:00] What inspires Sarah?

Quick Links

Sarah Smith on LinkedIn

Thomson Reuters


The Inspired Marketing podcast is produced by Relationship One. Our goal is to share real experiences and inspirational stories of marketing leaders that are transforming their organization using the Oracle Marketing Cloud.

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By | 2019-07-09T21:13:29+00:00 July 15th, 2019|Podcast, Sales|0 Comments

About the Author:

Scott Ingram is no stranger to marketing technology! He's been in the space since 2009 and joined Eloqua in 2011. After writing a successful book on Event Marketing, “Making Rain with Events”, he joined Relationship One and is now the Strategic Account Manager. As if that didn’t keep him busy enough he started our Inspired Marketing Podcast series and is raising two daughters. A true Austinite, he always wears his Rickshaw boots while remaining a data geek with his constant Fitbit data retrieval.

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