Archive for April 2011

The importance of creating tools that anyone can use to customize the system to match your business requirements

April 22, 2011

I had a conversation with a prospect yesterday.  He asked why LeadMaster has so many tools for end users.  Things like:

  • mapping web forms to custom forms for getting data from a website into LeadMaster
  • workflow automation for responding to customer inquiries and adding them to a lead nurturing program
  • changing the lead nurturing track as their sales status changes
  • task management to keep the sales progress moving
The answer is simple.  Things change and when your business changes you’ll probably need to modify your sales lead management / CRM /  SFA / opportunity management / E-Marketing system.  Developers are expensive.  One prospect I spoke with spent 18 months and $370,000 on their Sugar implementation for 50 sales reps.  They called LeadMaster because the system still didn’t do what they needed.  Ouch!
No one knows your business better than you.  Rather than make the system so difficult that you need to spend money on developers we provide you with the tools so you can modify the system yourself.  Of course, not everyone is going to be interested in crafting their system to reflect their business model so LeadMaster has consultants who provide assistance.
The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

Sales Forecasting with LeadMaster

April 21, 2011

Sales forecasting is as much an art as it is a science.  After all the sales forecast is trying to predict the future.  No matter how hard we try to quantify the future we can only get close.  But close is better than a crystal ball.

Sales forecasting is as much an art as it is a science.

Sales forecasting is as much an art as it is a science.

Fortunately LeadMaster has tools to help.  When it comes to sales forecasts, one way to predict the future is to examine the past.  The LeadMaster Sales Force Automation system makes it is easy to pull up historical data.  Accurate sales forecasting requires analysis by sales person, by territory, by customer segment, by product, by partner, by service etc. You’ll find all this and more with LeadMaster.

An accurate sales forecast also requires the input from the sales team.  LeadMaster makes it easy for the sales team to update their sales forecast.  All of their accounts and opportunities are in the system so all they have to do is use pull down menus to update the status and plug in the dollar value of the opportunity.

Sales Rep Forecasts are quick and easy with LeadMaster

Sales Rep Forecasts are quick and easy with LeadMaster

  1. Choose the forecast report either from the shortcut on the home page or the reports menu,
  2. Use the drop down menus to update the forecast date, opportunity, opportunity value, win probability, sales status and sales stage. (the sales status and sales stage are user definable so no matter how you define your sales process LeadMaster works).
  3. Click submit and you’re finished.
Sales reps and sales managers can update their forecasts in minutes.  Do you need to put the forecast in a presentation?  No problem, you can download it in an Excel format and work with it on your desktop.
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The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

Enhanced Feature – Send Email via Workflow Automation

April 14, 2011

The LeadMaster workflow automation system has a new option when sending emails allowing you to always send the email from the assigned account manager or assigned partner rep.

This allows you to create workflows which will always send an email from the assigned rep.

Suppose you have an inside sales team that is calling on prospects and the process is to send an email from the sales rep if the prospect can’t be reached on the phone.  This could be a complex and tedious process if you have a large sales force and / or lots of customers.  Now it can happen automatically.  Just map a workflow to one of the click actions and with a single click of the mouse the email will be sent and it will always come from the assigned sales rep.

Add Action - Send Email From Assigned Rep

Add Action – Send Email From Assigned Rep

This feature requires the account manager or partner rep to be assigned to the record and they must have an email address in their profile.

 

The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

Save Money on SaaS CRM / Lead Management with Lead-Xpress

April 13, 2011

Lead-Xpress takes the best features of the LeadMaster Lead Management / CRM system and makes them available for companies to help them manage their sales leads and customer interactions.  Lead-Xpress is the ultimate lead management solution for companies that wish to dramatically cut Software as a Service CRM costs while actually boosting productivity. With Lead-Xpress, a simplified version of the LeadMaster CRM, users can easily receive leads via email and update records via a secure link in their email.

Lead-Xpress - Update the Lead Management CRM without logging in

Lead-Xpress – Update the Lead Management CRM without logging in

LeadMaster users can easily assign leads to Lead-Xpress users with just a couple of clicks in the LeadMaster system.  Users only have access to the records to which they are assigned.  Lead-Xpress users are sent an email alerting them of the lead including an embedded or hyperlinked web form. This simple form takes seconds to fill out and submit.  The form is customizable and typically requires no training.  This allows Lead-Xpress users to update the Lead Management / CRM system easily within seconds.  With mobile access included for every Xpress user, reps can now update their leads from an Internet enabled mobile phone.

Lead-Xpress clients save up to 90% on their SaaS Lead Management / CRM costs.  But cost savings are not the only benefits that come from using Lead-Xpress.  Built-in workflow distributes leads automatically so leads can be in a reps hands within seconds of the time the prospect clicks the submit button.  Lead-Xpress allows sales reps to quickly contact their leads.  Leads contacted within the first 5 minutes have a 90% greater chance of connection.  Leads updated in real-time means more accurate data in the system, and accurate data means better reporting and more informed business decisions.  Decisions like which marketing program is generating the most sales.  Better decisions lead to more revenue, and the cycle repeats itself.

Lead-Xpress also saves managers hours per week spent on menial tasks. For those companies that provide leads to outside representatives without providing lead management access, managers have had to both distribute and update leads manually; resulting in countless hours spent sending emails and following up via telephone. Lead-Xpress now automates the process by allowing reps to distribute leads and request updates in seconds through the LeadMaster Lead Management / CRM system.

Lead-Xpress is appropriate for the following types of businesses:
•    Companies with outside sales reps
•    Companies that want to reduce SaaS CRM costs
•    Companies that outsource their lead generation
•    Companies that sell products through distributors
•    Companies that sell products through sales agents
•    Companies that have a widely distributed sales force

If any of the above pertains to your company, call LeadMaster at (800) 699-4164 to speak with a Lead-Xpress expert.

 

The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

New Features in Lead-Xpress – Opportunity Management, Custom Forms & Comments

April 12, 2011

Lead-Xpress allows a LeadMaster user to request updates from the account manager or partner rep who is assigned the lead.

Lead-Xpress users receive the email containing the request and information about the lead and a link to update the status of the lead.

Now Lead-Xpress includes opportunities, custom forms and highlight comments.

Opportunities - Custom Forms - Highlight Comments Now Available

Opportunities – Custom Forms – Highlight Comments Now Available

Here’s an example of a Lead-Xpress email.

Sample Lead-Xpress Email Requesting an Update

Sample Lead-Xpress Email Requesting an Update

This is the web page the rep sees when they click on the link to update the lead.

Lead-Xpress Sample Lead

Lead-Xpress Sample Lead

This is express check boxes / click actions and sales progress drop-down menus are also available on the Lead-Xpress update page.

Click Actions and Sale Progress Updates from Lead-Xpress

Click Actions and Sale Progress Updates from Lead-Xpress

Here is some additional information on Lead-Xpress you may find helpful.

 

The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

Improving Productivity with Lead-Xpress – SaaS Lead Management CRM

April 9, 2011

Recent studies indicate that a majority of sales reps using the brand name CRM products use less than 50% of the features of the system.  The number one reason cited was difficulty using the product.

LeadMaster’s primary design criteria were ease of use for the sales rep.  The most popular software as a service CRM solution requires a dozen clicks of the mouse to make a note in the system that the sales rep left a voicemail.  LeadMaster has a feature called ‘Click-Actions’ that allows frequently performed tasks to be reduced to a single click of the mouse.  For example, a click action could update the notes, send an email, schedule a callback and add the contact to lead nurturing all with two clicks – a single click of the mouse for the click action and then click go.

A complex CRM system isn’t the only reason implementations don’t go as well as expected.  Lack of functionality is also cited as a key factor.

A software company recently called LeadMaster.  They had spent $370,000 in development costs on customizing their open source CRM solution.  They had called LeadMaster because they required functionality that their in-house solution didn’t provide.  If a software development company with plenty of programming talent can’t accomplish their goals with $370,000 what chance does the average company have?

Many companies are finding that CRM is great for managing customer interactions but they were also looking for something to manage interactions with prospects as well.  What they were really looking for was a Lead Management / Opportunity Management / CRM system.  And unfortunately many of the big name SaaS CRM tools fall short of customer needs.

Businesses are constantly trying to find new ways to cut costs while improving productivity. And while the solution eludes many, Lead-Xpress from LeadMaster provides a Lead Management / CRM solution that truly reduces costs while boosting productivity.  LeadMaster provides an all-in-one solution.  LeadMaster includes Lead Management, Opportunity Management and CRM features.  Some of the LeadMaster built-in features include Email Marketing, Lead Nurturing, Workflow Automation, Outlook Integration, Google Calendar Synchronization, Round Robin Lead Distribution, Duplicate Record Management, Sophisticated Reporting, Report Subscriptions and Automated Task Management to name a few.

 

The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.

New Task Management Features

April 8, 2011

The task manager provides a business rules feature for managing your sales process and leads. With task management integrated into the ‘Automation and Workflow Management’ feature, a task can be created and associated with a specific record and can be assigned to the group, account manager, partner or partner rep associated with the record.  Tasks are considered complete when a specific action has been completed.  Those actions can be based upon a variety of conditions such as – sales stage, lead status, campaign, lead value, forecast date, lead source, marketing mix, the assigned sales rep or partner rep, custom fields and more.

Now you have the ability to specify an action for both a complete and incomplete task.  Actions include: updating the records, assigning or reassigning the records, sending a text message, sending an email, sending a request to update the record (Lead-Xpress), stop a Lead Nurturing Track or repeat the task.

Updated LeadMaster Task Management Features

Updated LeadMaster Task Management Features

‘Stop Lead Nurturing Track’ is also a new feature in the Task Manager.

The “Stop Lead Nurturing Track” action includes the following elements:

1.     Track – select list of ‘All lead nurturing tracks’ plus the available lead nurturing tracks

a.     If ‘All lead nurturing tracks’ is selected, any lead nurturing tracks the contact(s) are on are stopped

b.    If a particular lead nurturing track is selected, only that lead nurturing track is stopped for the contact(s)

2.     Contacts selection

a.     Change ‘All contacts that meet the search criteria’ to ‘All contacts in the record’

b.    Change ‘Only primary contacts that meet the search criteria’ to ‘Only primary contact’

Here’s an example of how you might use these features.  Suppose you are in the software business and one of the stages in your sales process is to demonstrate your software.  The sales manager creates a task for the sales reps such that anytime a new lead is assigned to a sales rep they have 2 weeks to update the sales stage to ‘demo completed’.  If that doesn’t happen within two weeks add the prospect to a lead nurturing track about the benefits of your software product including an invitation to a demonstration.  If the demonstration is completed within two weeks then add the prospect to a lead nurturing track with information about how to use the software and stop any lead nurturing tracks inviting them to a demonstration.

 

The all-in-one solution for managing leads and customer relationships, automating marketing, email marketing, call center and inside sales.