Distributing leads effectively can be a real challenge.

How do OEMs ensure quality leads reach the right dealers at the right time, while also maintaining a positive customer experience?In this episode, Joe Mills talks with Dustin Clark, VP of Digital at Element Three, about the complexities of lead distribution. They explore how to cater to dealers with different levels of sophistication and what OEMs can do to ensure leads are handled in the most effective way possible.

You’ll learn:

• How to build a lead distribution strategy that works for different dealer types
• Why lead scoring and nurturing are crucial to long-term success
• The importance of keeping brand presence alive even after the lead is passed on

Things to listen for:
(00:00) Introduction

(01:02) Overview of the B2B2X Lead Distribution Challenge

(03:27) The Importance of a Flexible Platform for Dealer Sophistication

(05:14) Defining a "Sales-Qualified Lead" for Effective Targeting

(07:06) Strategies for High-Sophistication Dealers and Lead Volume

(09:18) Lead Scoring and Engagement for Dealers

(10:37) Managing Lead Timing for Low-Sophistication Dealers