Navigate Success: A Guide to Top Lead Routing Software for Your Business

Vincent Hawley

February 15, 2024
18 minutes to read

In such a rapidly evolving digital landscape, businesses must continuously adapt to new technologies and consumer behaviors. With Lead Routing Software, you can ensure that your business stays ahead of the competition by efficiently managing and engaging prospective customers.

By leveraging this advanced tool, you can guarantee your clients the highest quality service, fostering long-term relationships and outshining your competitors in this dynamic marketplace.

In the fast-paced realm of modern business, your answer to the above questions, as a business owner, needs to be a resounding YES! At such a juncture, efficient lead routing stands as a linchpin for success. 

Lead routing software streamlines and automates the allocation of incoming leads—be it from marketing campaigns, website inquiries, or other channels—to the most suitable sales representatives or teams within an organisation. This specialised tool or platform is crafted to effectively manage and nurture leads.

In this guide, we will list down the top 17  lead routing software that have revolutionised businesses in 2023. 

Why Do You Need Lead Routing Software?

User grievances can always be addressed by your system (or platform) on a first-come-first-basis. But, in most cases, the user will have specific issues and queries that may not get addressed optimally by the agent in charge. 

A customer is 4 times more likely to move on to a competitor if the problem is service related than price or product-related. Effective lead routing swiftly directs incoming leads to the most suitable sales reps, boosting response times and improving conversion rates.

Without this software, leads might end up navigating complex departmental paths, causing delays and missed opportunities. Lead routing solutions automate this distribution, assigning leads based on criteria like behaviour, location, or demographics. 

Paired with CRM tools and other software your business uses, lead routing can offer valuable insights into lead behaviour and performance metrics. Lead routing is a powerful tool for a sales force that results in more effective outreach.

Essential Features of Good Lead Routing Software

Now that you have a fair idea about the importance of lead routing software, it is time that we shed light on four major non-negotiables of an efficient lead routing tool. 

Customizability

For your platform to leverage a lead distribution tool to the fullest, you must be able to tweak it as per your business needs. A stringent and restrictive software can never give you the desired results.

The customizable callback widget that is offered by Limecall is a great example. You can incorporate the widget into your website and customize it according to your brand needs!

The perfect tool of this nature should offer complete flexibility, incorporating personalized fields, automated sales processes, tailored forms, and seamless web and call integrations, to name a few. 

This will enable you to input specific parameters relevant to your business, leading to more significant achievements and outcomes aligned precisely with your business requirements. 

Automation Capabilities

The software should be capable of automating lead scoring, segmentation, and streamlining these processes before routing. Your choice of software should allow for automatic updates of field values and capture of feedback (say, from a sales rep to their boss).

These functionalities significantly enhance efficiency by reducing manual intervention and ensuring a smoother flow of leads through the system.

Scalability

Businesses keep evolving and scaling their operations. When you set out to get a lead routing tool for your business, you have to keep the software’s scalability in mind.

A scalable software can expand and handle increased workload or data volume without sacrificing its performance or speed. Such a system ensures that your growing business doesn’t encounter operational bottlenecks.

For example, a platform providing virtual business phone numbers can be leveraged by a brand to enhance its scalability. Even if the business expands globally, the team does not need to worry about added infrastructure and phone lines. This facilitates healthy ad-hoc lead nurturing. It is all cloud-based and virtual! 

The software should be able to adapt to the increasing number of leads, or more complex routing configurations seamlessly, and grow with your business without compromising its functionality.

Integration

There are hoards of brands that use stand-alone lead distribution software and are working just fine. But, will software that integrates seamlessly with other tools, like CRM, not be a better bet? 

Well, seamless integration of the distribution tool with your CRM can be a big blessing. You can put all vital lead data into a unified hub. This synergy will elevate software functionality, optimising the efficiency of lead distribution. 

An Overall Use Case

Imagine a real estate agency like ‘DreamHome Realty’ utilizing lead routing software for streamlined lead generation and management. The platform helps score leads based on property preferences, budget range, and responsiveness, optimizing the sales process. 

Leads expressing interest in luxury or affordable properties receive different scores. The tool automates personalized emails, schedules appointments, and triggers notifications for high-scoring leads, ensuring prompt follow-ups. 

DreamHome Realty benefits from analytics, spotting trends in property types and conversion rates, and guiding targeted marketing efforts. With the routing software, the agency witnesses enhanced lead conversion rates, efficient communication, and informed decision-making for strategic marketing campaigns

The Best Lead Routing Software

Here, we’ve curated the top 17 lead routing software options. Some focus solely on lead routing, while others offer broader sales and marketing functionalities along with robust lead-routing features. No matter your requirements, our extensive list covers diverse solutions to meet your specific needs.

LeanData

LeanData is a lead distribution software that will ensure a smooth synergy between data, tools, and people throughout the buyer journey. It effortlessly integrates with your revenue tech stack, ensuring that you always have the right data and context, keeping track of leads, opportunities, and accounts without any hassle.

The software’s revenue orchestration system simplifies the journey from potential to paying customers. LeanData is a strong choice for automating and scaling your handling of incoming leads.

Highlighted Features:
  • No coding is needed; it has an easy drag-and-drop interface.
  • Assists both inbound and outbound teams by qualifying leads, hastening responses, and refining handoffs.
  • Offers a wide range of software integrations, including Clearbit.
Pricing:

LeanData offers a variety of pricing plans to fit the needs of different businesses. 

  • The Basic plan starts at $49 per month for up to 10 data sources and 1 million records.
  • The Pro plan starts at $99 per month for up to 25 data sources and 5 million records.
  • The Enterprise plan is custom-priced for businesses with more than 50 data sources or 10 million records.

Shortcomings:

While LeanData is a powerful data integration platform, it does have some shortcomings. Some of the most common complaints include:

  • Limited data sources: LeanData does not support all data sources out of the box. You may need to use custom connectors or workarounds to connect to some data sources.
  • Complex setup: LeanData can be complex to set up and configure, especially for businesses with limited technical expertise.
  • Limited customer support: LeanData’s customer support has been described as slow and unresponsive by some users.

Reviews:

LeanData has mixed reviews from users. Some users praise its ease of use and powerful features, while others criticize its complexity and limited customer support. Here are a few examples of reviews:

LeanData has been a great help in connecting our data from different sources. It’s easy to use and has helped us improve our reporting and analytics.” – [G2 reviewer]

LeanData is a powerful data integration platform, but it can be complex to set up and configure. We needed to hire a consultant to help us get it working.” – [TrustRadius reviewer]

LeanData’s customer support is terrible. We had a problem with our integration, and it took us weeks to get a response from them.” – [Capterra reviewer]

HubSpot

Unlocking a suite of sales and marketing tools, HubSpot has now integrated lead routing into its offerings. Its user-friendly interface facilitates seamless utilization of lead scoring, engagement tools, reporting, and CPQ functionalities.

This comprehensive system streamlines the entire sales journey, starting from lead distribution to successful conversions. Whether starting with the free option or upgrading to the Sales Hub platform based on performance, HubSpot caters to diverse needs.

Highlighted Features:

  • Seamless integration with 500+ tools like Clearbit for maximum compatibility.
  • Advanced lead scoring with historical data and customizable filters.
  • Simplified and intuitive lead routing and distribution for ease of use.

Pricing:

  • HubSpot offers a freemium model, with paid tiers starting at $45 per month for the Starter plan (Marketing Hub only.)
  • The Professional plan starts at $1,120 per month.
  • The Enterprise plan is at $5,600 per month, both offering all three Hubs (Marketing, Sales, and Service). 

Shortcomings:

  • Pricey: While the free plan is a great starting point, paid plans can become expensive for small businesses, especially with higher contact volumes or desired advanced features.
  • Complexity: HubSpot offers a vast array of features, which can be overwhelming for new users. The learning curve can be steep, especially for complex integrations or advanced marketing automation workflows.
  • Limited customization: While HubSpot provides flexibility, some users feel its templates and features lack the customization options offered by other platforms.

Reviews:

HubSpot receives mixed reviews, with users praising its ease of use, powerful features, and effective customer support, but also criticizing its pricing structure, learning curve, and limited customization options. Here are some reviews:

“HubSpot has been a game-changer for our marketing automation. The ease of use, powerful features, and excellent customer support make it a great value for the price.” – [G2 reviewer]

HubSpot offers a lot of functionality, but it can be overwhelming for new users. The learning curve is steep, and some features lack the customization options I need.” – [Capterra reviewer]

“HubSpot is too expensive for our small business. We started with the free plan, but once we needed more features, the cost quickly became prohibitive.” – [TrustRadius reviewer]

Pardot

Pardot, an integral component of the Salesforce ecosystem, stands out for its prowess in lead management and routing. As a robust marketing automation platform, it excels in guiding prospects through the entire customer journey, from acquisition to conversion.

Highlighted Features:

  • Prioritizes leads effectively by considering behaviour and demographics.
  • Ensures easy data flow and collaboration between sales and marketing.
  • Allows tailored content and messaging for specific audience segments.

Pricing:

  • Pardot pricing is based on the number of marketing contacts and starts at $1,250 per month for the Growth edition (2,500 contacts).
  • The Advanced edition starts at $4,000 per month for 10,000 contacts.
  • The Premier edition is custom-priced for larger organizations.

Shortcomings:

  • High entry cost: Pardot’s pricing is significantly higher than HubSpot, making it a less affordable option for smaller businesses or startups.
  • Steep learning curve: Pardot offers advanced features and capabilities, but its interface and functionality can be complex for beginners.
  • Limited integration: While Pardot integrates with other Salesforce products, its integrations with third-party platforms are not as extensive as HubSpot’s.

Reviews:
Pardot has received positive reviews from users who value its advanced B2B marketing automation features, robust reporting, and Salesforce integration. Here are some examples:

Pardot is the perfect platform for our B2B marketing needs. Its advanced automation features and robust reporting have helped us increase our lead generation and conversion rates.” – [G2 reviewer]

Pardot is powerful, but it’s not for everyone. The learning curve is steep, and the cost is high. However, if you’re a B2B company with complex marketing needs, it’s worth considering.” – [Capterra reviewer]

“Pardot is too expensive for our small business. We also found its integration with our other marketing tools to be limited.” – [TrustRadius reviewer]

Chili Piper

Chilli Piper is a one-stop solution for automating meeting scheduling, boosting inbound conversion rates, and optimising handoff procedures. Web forms allow you to collect leads’ information from interested parties directly from your website and even schedule a meeting with a sales representative in real-time.

Highlighted Features:

  • Connect your prospects via live calling.
  • The Handoff algorithm ensures that each representative has the same amount of meetings, considering cancellations and no-shows.
  • Supercharge your sales funnel by connecting with interested prospects when it matters most

Imagine you are reading a tech company’s blog and are captivated by their most recent piece. You suddenly need a demo ASAP! Chilli Piper makes things happen like magic. You click a link, schedule a meeting, and presto! Chilli Piper’s ingenious routing gets it right into the calendar of the ideal salesperson.

Assume that the rep is no longer available. Not to worry! Chilli Piper quickly reroutes your meet to another available rockstar, guaranteeing that no lead is lost. It’s similar to having a super-organized personal assistant that ensures you have what you need when you need it. Chilli Piper, making sales as easy as butter.

Pricing:

  • Starts at $499 per month for the “Growth” plan with 500 active users.
  • Higher tiers offer increased user limits, advanced features, and integrations.
  • Custom pricing is available for enterprise plans.

Shortcomings:

  • A relatively new platform compared to competitors, may lack maturity in some features.
  • Primarily focused on conversational marketing, may not be ideal for all sales needs.
  • Limited customization options compared to some competitors.

Reviews:
“It’s a solid platform, but some features feel a bit underdeveloped. I wish it had more integrations with my existing CRM.” – Capterra reviewer

“The pricing can be a bit steep for smaller businesses, and the learning curve can be a bit challenging.” – TrustRadius reviewer

LeadSquared

LeadSquared stands as a comprehensive lead management platform, offering robust tools to streamline lead nurturing and conversion processes. This software simplifies lead capture, tracking, and engagement, allowing businesses to optimize their sales pipelines effectively.

Highlighted Features:

  • Seamlessly captures leads from multiple sources and tracks their interactions across channels.
  • Enables effective lead scoring based on predefined criteria and segmentation for targeted engagement.
  • Facilitates automated workflows for nurturing leads, sending personalized communications, and tracking campaign performance.
  • Equips sales teams with insights, task management, and real-time notifications to prioritize and convert leads effectively.

Pricing:

  • Starts at $49 per month for the “Starter” plan with 1,000 contacts.
  • Higher tiers offer increased contact limits, advanced features, and integrations.
  • Custom pricing is available for enterprise plans.

Shortcomings:

  • The interface can be cluttered and overwhelming for new users.
  • Reporting capabilities can be complex and require some technical expertise.
  • Limited mobile app functionality compared to some competitors.

Reviews:

“LeadSquared is a powerful and affordable CRM that has helped us streamline our sales process.” – G2 reviewer

“The mobile app is limited, and the reporting can be confusing for non-technical users.” – TrustRadius reviewer

SugarCRM

SugarCRM functions as a versatile marketing automation platform, adept at directing sales toward the most promising leads. Beyond merely routing leads, this tool excels in accelerating lead progression, amplifying marketing ROI, and fortifying customer retention strategies.

Tailored to diverse needs, SugarCRM offers four distinct solutions: Sugar Market, Sugar Sell, Sugar Serve, and Sugar Enterprise. It isn’t just a lead routing solution but a comprehensive suite supporting both sales and marketing endeavours.

Highlighted Features:

  • Utilizes customer-ready AI to engage through the most effective communication channels.
  • Boasts an open API, allowing extensive customization and seamless software integrations.
  • Enhances sales team productivity by automating customer renewals and creating revenue opportunities.

Pricing:

  • Starts at $52 per month per user for the “Professional” plan.
  • Higher tiers offer advanced features, increased storage, and additional integrations.
  • Custom pricing is available for enterprise plans.

Shortcomings:

  • Can be expensive for smaller businesses compared to some competitors.
  • The user interface can be dated and feel clunky compared to newer platforms.
  • Customization options can be limited, especially for non-technical users.

Reviews:

“SugarCRM is a reliable and well-established CRM that has been around for a long time.” – G2 reviewer

“It’s a good all-rounder, but the interface feels a bit outdated and the pricing can be high.” – Capterra reviewer

Are you interested in a technology that anticipates what your clients will desire before they do? It’s like having a crystal ball for your leads, allowing your sales staff to stay one step ahead of the competition. Let’s look at how LeadSpace uses predictive analytics to change the game.

LeadSpace

LeadSpace offers one-of-a-kind predictive lead scoring for marketing and sales. It assists businesses in identifying and honing in on leads by utilising multi-source validation with both first- and third-party data.

With this tool, you may examine your total addressable market (TAM). Additionally, you can identify the most important connections and choose the best strategy to conduct outreach.

Highlighted Features:

  • Access to a tremendous amount of consumer and contact data so you can hone in on your entire TAM
  • Use hierarchies and buying signals to enrich and optimize your outreach efforts
  • Easy-to-implement CRM integration

Pricing:

  • Basic: Starting at $600 per month for 10,000 contacts
  • Pro: Starting at $1,800 per month for 25,000 contacts
  • Enterprise: Custom pricing for larger organizations

Shortcomings:

  • Relatively expensive: Compared to its competitors, LeadSpace has a higher entry cost, especially for smaller businesses.
  • Limited customization: While LeadSpace offers some customization options, users report feeling restricted compared to platforms like HubSpot.
  • Less intuitive interface: Some users find LeadSpace’s interface less intuitive and user-friendly compared to other lead generation platforms.

Reviews:

LeadSpace has helped us generate highly qualified leads and improve our conversion rates. The data accuracy and targeting capabilities are excellent.” – [G2 reviewer]

 “LeadSpace is a powerful platform, but it’s expensive and can be complex to set up. We wish it offered more customization options.” – [Capterra reviewer]The interface is not very user-friendly, and the initial setup was time-consuming. We felt the price was too high for what we got.” – [TrustRadius reviewer]

Syncari

Syncari stands out as a data automation platform facilitating in-depth analysis of lead and renewal data across your entire GTM stack. This platform streamlines and synchronizes data, enabling more effective lead routing for enhanced sales team outreach success.

At its core, Syncari aims to unify data across your organization, fostering improved communication and collaboration within revenue teams. Its compatibility with various CRM connectors empowers seamless integration.

Highlighted Features:

  • Unify your entire GTM workforce by breaking down data barriers and enhancing coordination.
  • Share and analyze metrics crucial for monitoring and optimizing the sales funnel’s performance.
  • Easily identify vital revenue indicators and efficiently disseminate this information across departments.

Pricing:

  • Pro: Starting at $599 per month for 10,000 leads
  • Enterprise: Custom pricing for larger organizations

Shortcomings:

  • Limited marketing automation features: Despite Syncari excelling at lead generation, its marketing automation capabilities are not as robust as those found in platforms like HubSpot or Pardot.
  • Data quality issues: Some users report occasional inaccuracies in the leads provided by Syncari, requiring additional verification.
  • Limited customer support: Syncari’s customer support has been described as slow and unresponsive by some users.

Reviews:

“Syncari has been a great source of qualified leads for our sales team. We like the ease of use and the ability to target specific companies and individuals.” – [G2 reviewer]

“Some experienced some data quality issues with the leads, and it took a while to get help from customer support.” – [TrustRadius reviewer]

We are almost at the halfway mark here! You have been extremely patient. Fasten your seatbelt, for the next half is sure to wow you!

LeadAngel                                      

LeadAngel is an all-in-one lead management solution that seeks to eliminate lead loss, improve outreach, and generate a bigger return from marketing efforts.

This platform specifically emphasizes quick outreach; consequently, you can route warm leads to an available salesperson instantly.

With a drag-and-drop interface, CRM integration, and continuously updated sales reports, LeadAngel makes it easy to optimize and improve your outreach efforts.

Highlighted Features:

  • Automatically hunts through your database to eliminate duplicate information and ensure all of your prospect and current customer information is correct
  • Routes warm leads to the next available salesperson through round-robin or weighted algorithms
  • Intuitively sorts leads to make sure accounts from the same company are matched to the same salesperson

Pricing:

  • Growth: Starting at $499 per month for 2,500 contacts
  • Scale: Starting at $999 per month for 5,000 contacts
  • Enterprise: Custom pricing for larger organizations

Shortcomings:

  • Newer platform: Compared to LeadSpace and Syncari, LeadAngel is a newer platform with a smaller user base. This means there are fewer reviews and a less established track record.
  • Limited integrations: LeadAngel’s integrations with other marketing and sales tools are still under development, making it less suitable for complex workflows.
  • Fewer features: LeadAngel currently offers a smaller feature set compared to its competitors, although they are actively adding new functionalities.

Reviews:

“LeadAngel is a promising platform with a modern interface and user-friendly design. We like the focus on data quality and personalized lead generation.” – [Early adopter review]

“It’s a bit too early to give a definitive opinion on LeadAngel. The platform is still evolving, and we’re waiting to see more integrations and features. – [G2 reviewer]

Nimble

Nimble’s user-friendly interface makes lead management easier, allowing organisations to prioritise and distribute leads more effectively. Nimble provides smoother workflows, increases sales team efficiency, and fosters deeper client interactions by embedding lead routing into their CRM. 

Highlighted Features:

  • Nimble’s CRM quickly assigns leads to the most appropriate sales reps, streamlining the process and allowing for prompt follow-ups.
  • Businesses may use it to create personalised lead distribution rules, assuring tailored and targeted encounters based on certain criteria.
  • Nimble’s solution tracks lead to progress in real-time within the CRM, offering insights into lead engagements and enabling rapid responses.

Pricing:

  • Starter: $25/user/month (up to 50 users)
  • Pro: $49/user/month (up to 150 users)
  • Business: $99/user/month (unlimited users)

Shortcomings:

  • Limited features compared to competitors: While Nimble offers strong social media integration and contact management, it might lack advanced features for marketing automation or campaign management.
  • Steep pricing jump for larger teams: The Business plan’s high cost per user can be prohibitive for larger organizations.
  • Limited reporting and analytics: Users report that Nimble’s reporting capabilities are not as robust as some competitors.

Reviews:

“Nimble has helped me streamline my social media outreach and build stronger relationships with my customers.” – [G2 reviewer]

“N is easy to use and has a great interface, but I wish it had more advanced features for marketing automation.” – [Capterra reviewer]

“Nimble is too expensive for my small team, and the reporting is not very comprehensive.” – [TrustRadius reviewer]

Tray.io

Tray takes a modern approach to iPaaS, focused on adapting each fundamental experience to match the individual demands of your team. 

Unlike prior alternatives, this platform is designed to simply integrate into your existing process. With Merlin AI, you may significantly reduce the time required to integrate your technological solutions. This shortened integration procedure helps them achieve meaningful and impactful results for their enterprises.

Highlighted Features:

  • Securely link to any necessary data source you need access to.
  • Streamline your operations seamlessly across multiple platforms, minimizing manual effort.
  • Utilize a low-code builder to visually design automation according to your specific requirements.

Pricing:

  • Free: Limited features and integrations
  • Starter: $495/month (up to 5,000 integrations/month)
  • Growth: $1,495/month (up to 25,000 integrations/month)
  • Enterprise: Custom pricing

Shortcomings:

  • Complex setup and configuration: Tray.io can be challenging to set up and configure for non-technical users.
  • Limited free plan: The free plan offers very limited features and integrations, making it difficult to properly evaluate the platform.
  • High cost for large-scale integrations: The Enterprise plan can be expensive for organizations with a high volume of integrations.

Reviews:

“Tray.io is a powerful and flexible platform that has helped us automate many of our business processes.” – [G2 reviewer]

“Tray.io is great for complex integrations, but it can be challenging to set up and use if you’re not technical.” – [Capterra reviewer]

Adobe Marketo Engage

Marketo is well-known for its ability to create marketing automation software that is suited to specific needs, notably account-based marketing solutions. 

Furthermore, they go beyond software by offering a wide range of marketing services, including SEO tactics and content production tools. 

This complete suite of marketing tools meets a wide range of marketing requirements, providing firms with automated campaign management and sophisticated content generation capabilities.

Highlighted Features:

  • Marketo Engage simplifies engagement by coordinating interactions across diverse channels, ensuring a clear understanding of consumer whereabouts for personalized experiences.
  • Its sales intelligence tools offer deep insights, empowering sales teams to engage more efficiently.
  • With AI-driven audience segmentation, Marketo Engage ensures precise targeting and connection with the right audience consistently.

Pricing:

Marketo Engage pricing is not publicly available and requires consultation with Adobe sales representatives. However, it is widely acknowledged to be expensive, with costs typically starting in the five-figure range per year and scaling based on features, user licenses, and data volume.

Shortcomings:

  • High cost: As mentioned, Marketo Engage is a significant investment compared to other marketing automation platforms. This can be a major barrier for smaller businesses or those with limited budgets.
  • Complexity: Marketo Engage is a feature-rich platform, which can be overwhelming for new users. The learning curve can be steep, requiring significant training and onboarding to optimize its use.
  • Limited integration: While Marketo integrates with other Adobe products, its integration with third-party platforms is not as extensive as some competitors. This can limit its flexibility and require additional workarounds

Reviews:

Marketo Engage has received mixed reviews from users. Here are some examples:

“Marketo Engage has been a game-changer for our marketing automation. The powerful features and data-driven insights have helped us significantly improve our lead generation and conversion rates.” – [G2 reviewer]

“Marketo Engage is too expensive for our needs. We also found the interface to be clunky and the learning curve to be steep.” – [TrustRadius reviewer]

LimeCall

LimeCall provides extensive lead distribution, offering a multi-faceted toolkit to supercharge sales. Empowering businesses to engage with ideal customers at scale, then capture intent, convert leads, and nurture relationships through powerful features using an omni-channel widget integrating phone & web callbacks, appointments, contact forms, call tracking, and lead attribution. Connecting with inbound leads, providing quick & filtered customer support, and access effortless data to efficiently convert them into loyal customers. LimeCall isn’t just a lead distribution platform; it’s a comprehensive solution to streamline your sales journey.

Highlighted Features:

  • With intelligent call attribution, you can easily collect your visitors’ emails, industry, designation, lead source, and phone numbers.
  • Respond to call requests immediately with ‘click-to-call’ and web calls to give your consumers the best experience possible. Reduce your response time to less than 20 seconds.
  • Personalize your outreach efforts to send your prospects down a faster, more optimized route to revenue.

Pricing:

  • Basic Plan: $25/month for 1 user, 100 call backs, 250 leads, call routing, call recording, analytics. Receive calls, SMS and leads on Slack. Call recording. Schedule Phone Calls
    Forward calls to your phone/SIP. SMS Inbox. Call Tracking. Campaign & Keyword Reporting.

  • Pro Plan: $149/month for unlimited users, 500 call backs, Unlimited leads, advanced call routing, call scoring, custom greetings, IVR, integrations with major CRMs.
  • Enterprise Plan: Custom pricing for larger teams, unlimited calls and SMS, advanced features like predictive dialing, agent performance dashboards, call centre reporting, and API access.

Shortcomings:

  • Mobile app limitations: Although available on any device through their mobile browser and for Android users, the mobile app is not available for Apple Users.
  • Integrations: Integrates with major CRMs and marketing platforms, but lacks niche integrations often needed by specific industries such as Outlook

Reviews:

“LimeCall works very well straight out of the box and it’s easy to use. Because of this people like it a lot and there is very little if any resistance from the users”-[Capterra reviewer]

“According to my experience, Limecall serves perfect call-back solutions to customers and leads for agencies. They Provide you a support system to get more customer concerns. All of the information for lead services all showed up on the dashboards perfectly. It increases the number of visitors with the help of lead conventions.” -[G2 Reviewer]

PowerRouter

PowerRouter stands out as an exclusive platform designed explicitly for lead routing. Its standout feature lies in the intuitive drag-and-drop interface, simplifying the creation, management, and optimization of routing workflows. 

Moreover, it excels in prioritizing and strategically allocating leads to top-performing sales professionals, leading to heightened conversion rates.

Highlighted Features:

  • Select a round-robin or custom algorithm to distribute leads effectively
  • Offers a flexible and easy user interface so you can create and edit workflows effectively
  • Easily manage your sales force by assigning leads where they make the most sense

Pricing:

  • Basic Plan: $99/month for 1,000 leads, basic lead capture forms, email marketing with basic automation, landing page builder, and CRM integrations.
  • Advanced Plan: $299/month for 5,000 leads, advanced lead capture forms, marketing automation with branching logic, personalized emails, dynamic landing pages, and advanced reporting.
  • Enterprise Plan: Custom pricing for high-volume lead generation, marketing automation with custom workflows, custom integrations, and dedicated account management.

Shortcomings:

  • Limited email marketing automation: Compared to platforms like HubSpot or Pardot, PowerRouter’s email automation features might be insufficient for complex lead-nurturing campaigns.
  • Campaign customization limitations: While offering some customization, PowerRouter may not provide the level of flexibility needed for highly targeted or personalized campaigns.
  • Reporting capabilities: Basic reporting might be enough for smaller businesses, but larger companies with complex sales funnels might find the reporting tools underwhelming.

Review:

“Easy to install and configure. Used it every day to route leads and opportunities. Their support is excellent.” [-G2 reviewer]

“Salesforce does not support out-of-the-box lead or opportunity routing using “round robin” matching”-  [-G2 reviewer]

Insightly

Insightly is a service and support solution that integrates effortlessly with a variety of business platforms. It will ensure that critical consumer data is easily accessible to all your teams, promoting real-time cooperation. 

This accessibility enables teams to have more meaningful conversations with consumers, resulting in increased levels of happiness and success.

Highlighted Features:

  • Close service tickets and transmit critical information within your organisation.
  • Gain quick and historical insights about customer status, allowing for more engaging and relevant conversations.
  • Provide detailed customer data to internal teams so that they can do their duties effectively.

Pricing:

  • Freemium Plan: Limited features, 2 users, 500MB storage, basic project management tools, and contact management.
  • Plus Plan: $12/user/month, unlimited projects, tasks, and collaborators, 10GB storage, custom fields, Kanban boards, and basic reporting.
  • Professional Plan: $29/user/month, advanced project management features, resource management, time tracking, Gantt charts, project budgeting, and advanced reporting.
  • Enterprise Plan: Custom pricing for large teams, additional features like custom roles, permissions, API access, and dedicated support.

Shortcomings:

  • Limited project management features: Compared to dedicated project management tools like Asana or Trello, Insightly might lack advanced features like project dependencies, workload management, and resource scheduling.
  • Mobile app limitations: Similar to Limecall, the mobile app lacks some functionalities of the web interface, particularly in managing complex projects or collaborating with multiple team members.
  • Integrations: While offering connections with major CRMs and marketing platforms, some niche integrations often needed by specific industries might be missing.

Reviews:

“Overall it is an excellent CRM that is providing wonderful services and helping us to build strong relations.”-[Capterra reviewer]

One issue is the Actual Close Date does not autofill if the request is closed and marked as Lost/Abandoned. The interface for customizing objects and fields in System Settings could also be more user-friendly.”-[G2 reviewer]

OpenPrise

Openprise is a piece of software that is aimed to improve a company’s funnel flow and achieve successful revenue growth. You can use this software to break down silos and align sales and marketing teams to achieve effective outreach.  

Openprise, with its comprehensive no-code interface, enables you to perform successful lead routing by rapidly targeting and transferring leads to the appropriate personnel—as well as complementing all sections of your sales funnel.

Highlighted Features:

  • With sophisticated onboarding, deduplication, and unification options, you can orchestrate and organise your data.
  • Lead routing, customer data enrichment, and lead scoring.
  • Account hierarchies, territory balancing, and account grading can help you optimise your sales pipeline. 

Pricing:

Openprise offers custom pricing based on your specific needs and data volume. For their Professional plan, be ready to shell out around $24k/year. They don’t publicly share their pricing plans, so you’ll need to contact them directly for a quote.

Shortcomings:

  • High cost: Openprise is a premium solution, and its custom pricing can be expensive for smaller businesses.
  • Complexity: The platform is feature-rich and can be complex to set up and use.
  • Limited integrations: While Openprise offers some integrations, its options may be limited compared to other platforms.

Reviews:

Openprise receives generally positive reviews from users, who have praised its powerful features, flexibility, and customer support. However, some users criticize its high cost and complexity. Here are some examples:

“Openprise has helped us automate our lead distribution process and improve our sales pipeline efficiency.” – [G2 reviewer]

“Openprise is a powerful platform, but it can be complex to set up and use. The cost can also be high.” – [Capterra reviewer]

Distribution Engine

Distribution Engine, a native Salesforce tool, specializes in directing leads and contacts to the most suitable personnel within your organization. Its array of configurations and algorithms ensures efficient lead routing, guaranteeing that leads are directed to the most qualified salesperson for each scenario.

Highlighted Features:

  • Tailored lead routing criteria for precise personnel matching and workload management.
  • Notifications for re-assigning leads that haven’t received proper follow-ups.
  • Extensive integrations with platforms like HubSpot, Marketo, and Pardot, among others.

Pricing: 

Distribution Engine is a paid app on the Salesforce AppExchange. Its pricing is not publicly available, but you can request a quote directly from NC Squared or a Salesforce partner.

Shortcomings:

  • Limited information: There’s limited public information about the Distribution Engine’s features, pricing, and reviews, making it challenging to assess in-depth.
  • Salesforce-specific: It’s designed specifically for Salesforce, so it might not integrate with other CRMs or sales platforms.

Review:

“Distribution Engine levels the playing field for everyone and ensures fairness in distributing leads. It also prevents sales representatives from working outside regular office hours.” -[G2 reviewer]

“The lack of flexibility in assigning leads based on criteria is a drawback. Not being able to assign leads when necessary limiting in situations.”- [G2 reviewer]

Conclusion

We’ve navigated a landscape brimming with products aimed to streamline your sales process in this whirlwind tour of lead distribution software. Each strategy, from LeanData to Salesforce’s Distribution Engine, adds its unique flavour to the table.

Whether you need customised lead routing or seamless integrations, there is a solution for you. Remember that the goal is not only to deliver leads but to send them to the right people at the appropriate time. So, go ahead and explore, experiment, and find that perfect fit to up your sales game and turn leads into long-term connections. Happy routing!

18, February 15, 2024, Vincent Hawley

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