Track Sales Leads to Increase Close Rates and Identify the Most Profitable Marketing Initiatives.
Much of the buzz around managing a successful business revolves around ways to
generate more leads and strategies for closing the most sales. Meanwhile lead
management is often relegated to a position of secondary importance. Yet
according to estimates from Yankee Group, an independent research firm, a
typical company loses between 40 and 80 percent of sales leads somewhere in the
sales cycle. As for the leads that do make it into the pipeline, oftentimes
there is no way of tying them back to a particular marketing campaign and thus
no means to measure return on investment or provide feedback to refine the
marketing and sales process.
LeadMaster can help you close the loop by tracking leads in real time throughout the sales cycle, from demand generation to lead closure. You can pinpoint where leads are quickly converting into revenue – and where they're not – to improve future decision-making.
Using LeadMaster as your centralised web-based database, you can capture
leads from a variety of sources, including imports from other enterprise
applications and third-party sources, telemarketing campaigns, web forms,
direct mail, event registrations, manual data entry and more. Leads flow
directly into the system in real time and are fully indexed for
comprehensive search and data mining.
As leads are entered, they can be automatically assigned to sales reps and
channel partners, with email notifications to alert them to the new
opportunity.
As leads are followed up, a journal of sales activity is maintained for each opportunity, with areas for reps to perform typical sales force automation tasks such as updating the status of the lead and scheduling call backs, but also to provide valuable feedback on lead quality and indicate progress in the sales process. Managers can track the progress of every lead through dashboards and other tools for CRM analytics, allowing marketing to measure return on investment and sales to create reliable forecasts. They can also evaluate user activity, introducing increased accountability and transparency into the sales process.
