Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management
OCTOBER 1, 2017
In my last post , I framed out the three main lead management approaches in B2B SaaS. Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged. lead score change, status value change, or any field value change).