Archive for June 2011

Updated Info For Lead Generation Companies and Sales Lead Providers

June 29, 2011

LeadMaster wants to partner with Lead Generation Companies.

LeadMaster customers need leads
and
Lead Generation customers need a Lead Management / CRM system.

Click here to see how easy it is to Integrate with LeadMaster

Do you provide sales leads? If so, how do you get those leads to your customers? Via email? Via spreadsheet?

Did you know that less than 50% of all leads are ever followed up? Why not help your customer and yourself at the same time? Use the LeadMaster system and not only will you be able to provide your customers with sales leads as they are uncovered but your customers will get more sales and also be able to tell the status of those leads 24/7.

 

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

A Smart Match: LeadMaster Lead Management CRM Introduces CallFire Integration

June 22, 2011
LeadMaster Power-Call

LeadMaster Power-Call

Roswell, GA – June 22, 2001 – LeadMaster, a leader in Sales Lead Management CRM Solutions, announced their integration today with CallFire, a leading provider of enterprise-grade cloud telephony solutions. This new integrated product, named LeadMaster Power-Call, will help call centers and sales professionals maximize efficiency and productivity. LeadMaster anticipates this solution will be well received, as the collaboration provides users with more options and tools for improving their sales effectiveness.

Andy Brownell, LeadMaster CMO says, “LeadMaster created the Power-Call integration to meet the needs of inbound and outbound call centers, sales and marketing teams and customer service departments. Some calling systems can be complex. By comparison, this is one of the easiest systems to use and administer I’ve ever seen. Getting a calling team setup on an outbound campaign is basically three steps:

1) Give the campaign a name.
2) Use the LeadMaster search engine to find the list of people to call.
3) Select the phone reps that will do the calling for the campaign.

Click Submit and the Power-Call cloud call center is ready to go. All of the people selected to participate in the calling campaign will have a ‘Call Campaigns’ link on their LeadMaster home page.

Call Campaigns

When the reps are ready to begin calling they click ‘Call’ on the LeadMaster home page and their phones will automatically begin to ring. If an individual rep wants to create a calling list it’s even easier. Just search for the records, for example, today’s callbacks and then select ‘Start Calling’ from the Options menu and the phone starts ringing. It’s an easy solution use and an easy solution to try because there are no long-term contracts, it’s all month-to-month.”

The LeadMaster Power-Call solution allows companies of any size to build a contact center, in any location, without hardware, software or upfront capital cost. Because of this flexibility, cloud call centers allow for quick and easy set-up and administration of at-home agents. LeadMaster’s Power-Call allows distributed centers to act as one, regardless of geographic location. In essence, anyone with a computer and a broadband connection can be a part of the call center team.

When sales reps use manual dialing, it increases the possibility of mistakes. They also have to deal with busy signals and disconnected numbers. These issues are eliminated with LeadMaster’s Power-Call. Plus, the easy-to-use interface allows agents to capture data, while managers can access real-time reporting and analytics.
LeadMaster’s Power-Call solution shifts outbound dialing into overdrive, streamlining call center functions and maximizing the revenue from calling campaigns. Users can benefit from a 20 to 30 percent increase in efficiency.
According to Brownell, “The LeadMaster Power-Call System is like a big, automatic switch board that connects sales reps and call center agents to customers immediately.

• Calls are optimized
• Agents are happy
• Time is spent efficiently
• Sales productivity increases

The savings really add up as LeadMaster Power-Call cloud call center solution streamlines the calling process – which leads to both cost and time savings – time that can be used for talking with more prospects and customers.”

LeadMaster Power-Call is available only in the US through a network of value-added resellers, consultants and system integrators.

About LeadMaster

LeadMaster offers a variety of cloud-computing software solutions:

LeadMaster’s on-demand customizable SaaS solutions combine sales lead management software, lead tracking solutions, sales force automation tools (SFA), customer relationship management features (Sales CRM), LeadMaster Voice solutions and virtual call center solutions. This powerful web-based application has helped companies large and small from virtually every industry.

The LeadMaster sales lead management CRM solution is intuitive and easy to use, providing real-time lead capture, lead distribution, lead tracking, lead nurturing, custom reporting and email marketing. LeadMaster makes it easy to qualify and convert leads from virtually any source – landing page, call center, webinar, sales lead suppliers and more.

The LeadMaster sales lead management CRM product is straightforward and easy to learn yet has robust features like workflow automation, round-robin lead distribution, mobile access, CRM analytics and now improved Outlook integration.

LeadMaster products and services are available through a global network of value-added resellers, consultants and system integrators.

 

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

Using HTTP Post to Send Data to LeadMaster Custom Forms

June 9, 2011

There are two ways to post data to LeadMaster custom forms:

  1. HTTP post using your language of choice (Javascsript, VBscript, Java etc).  You’ll need to be registered with a user ID & Password as ‘Lead Provider’ to post data to LeadMaster.  Please note: this is not the same user ID & Password that you use to access LeadMaster, this user ID is only for posting data.  You’ll find a detailed explanation by following this link: http://www.leadmaster.com/LeadMaster-Library/Marketing-Literature/LeadMaster – Lead Provider Integration.pdf
  2. HTTP post from a web form / landing page where you’ll use the ‘Map Web Forms to Custom Forms’ tool in the Administration section of LeadMaster.  Please note: you will need the appropriate privileges to access the ‘Map Web Forms to Custom Forms’ tool.  You’ll find a step-by-step guide by following this link: http://www.leadmaster.com/LeadMaster-CRM-Solutions/LeadMaster-CRM/CRM-Features-LeadMaster/CRM-Landing-Page-Integration.asp

This document explains #1 above.   Since many people receive leads via email and want to post the contents in both the database and a custom form, this document explains how to parse an email and post it to both the database fields and custom form fields.  The concept is the same both with and without the email parse, the only difference is when simply posting you don’t have to extract the data from the email first.

Below is the email we’ll parse to get the data. It’s important to note that for an email to be correctly parsed consistently, it must be received in the same format each time.

Parse Email

Step 1 – Create a custom form with the fields you want to post the data to.  In this case, the demographic fields from the email (Company, First Name, Last Name, Title, Phone etc.) are posting to the demographic fields in LeadMaster and all the rest are posting to the custom form (Segment, Revenue, Applications, Integration etc.)

Custom Form

Step 2 – Create an email parse.  LeadMaster provides mapping for all the standard fields.  Those fields are identified with the prefix ‘lp_’.  You can find additional information about this in the ‘LeadMaster / Lead Provider Integration’ documentation.

http://www.leadmaster.com/LeadMaster-Library/Marketing-Literature/LeadMaster – Lead Provider Integration.pdf

To make it easier to identify the difference between the standard fields and the custom form fields, the custom form fields have the prefix ‘ab_’.

Field Extraction

Step 3 – Once all the fields have been extracted from the email, the data needs to be sent to LeadMaster.  In this example, the data is being sent via HTTP Post.

HTTP Post

HTTP Post

Step 4 – All that remains is to map the data that is being sent via HTTP post to the custom form.  To do this you’ll need to be set up as a ‘Lead Provider’ and have the appropriate access privileges.

Simply type in the lead provider fields exactly as they were entered in the HTTP post.

Update Lead Provider

You’ll notice that only the custom form fields (those starting with ‘ab_’) are mapped.  That’s because the standard fields go directly into the database.

 

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

Are you Master of your Leads?

June 7, 2011

This is a guest post by Scott Mahnken, VP at Bio-Key the firgerprint biometrics company http://www.bio-key.com/

His message struck a chord with me.  I started my career in sales in 1980 and I can relate to Scott’s message about the challenges sales people face.

 Are you Master of your Leads?

Let’s face it salespeople despise paperwork.  The typical salesperson struggles with administrative duties and most often a salesperson will put off doing paperwork to the absolute last minute.  Sound like someone you know?

For years I’ve been a salesperson and a sales manager but it wasn’t until my role as a customer that I recognized the value of diligent follow up, staying in touch with the prospect and seizing “every” opportunity.

If I could share one piece of advice with someone about to embark upon a career in sales, I would insist that they do a better job managing their data than I ever did.  Data?   Yes, all of those business cards and cocktail napkins that hold valuable contact information about your prospects and customers.

Maybe you’re one of the more organized salespeople and you maintain structure by securing the business cards you collect with a rubber band.  Many salespeople have a ticker tape parade of business cards throughout their car, office, home and there’s probably a few strays in the parking lot.

Soon after I recognized that companies with products/services that I was interested in purchasing somehow lost touch with me the issue became clear.  The energy and passion the sales rep displayed initially somehow dissipated into thin air and too bad for them because I was a good prospect; one that turned into a customer.

So how do you avoid this scenario?  How do you maintain control of all of your prospects?  Certainly some are more valuable than others and obviously there have been times we misjudged the prospects buying behavior.

CRMs have been around for years and their capabilities continue to grow.  Salesforce the largest CRM provider has grown from humble beginnings to becoming an international power.  It was recently reported that the CEO of Salesforce was selling a million dollars worth of stock a day.  When investors became alarmed they quickly calmed down when they learned that he could do this every day for months without any significant impact.  From humble beginnings to a multimillion dollar entity – just by managing data!

As a sales manager and business consultant I’ve had the pleasure (snicker snicker) of implementing nearly a dozen different CRM systems for various companies.  It’s amusing to witness the reaction of staff as they learn that a new CRM system is in their future.  Oh the agony as some struggle with the learning curve, while others proclaim “the system doesn’t work” and there’s always a few that try to work around the system or make excuses that “they” simply can’t use the CRM.  Like all forms of technology, we foolishly tend to resist the change.  Many of us can remember when index cards and the Rolodex was a salesperson’s everyday tool.

Take my advice and investigate the value a powerful CRM can deliver to “you”.  Most salespeople don’t get it.  The CRM is your best friend.  It helps you on your laziest days.  It keeps your efforts focused and if you use it diligently it will INCREASE YOUR PERFORMACE MEASURABLY!

In 2009 I started my own business.  Confident that I would succeed, I was relying upon a vast list of loyal contacts and a keen memory to launch the effort.  Initially it was easy to maintain control of my schedule, the communications and client information.  Yet soon I began to lose control.  Nothing too drastic, just a missed phone call here and a slight delay in sending out information to a prospective client, there.  Soon it began to snowball.  Just as fast as I was experiencing good client interactions I was dropping the ball on some of the details.

I knew what I needed to do, but remember I’m a salesperson and I hate paperwork – admin tasks – anything that doesn’t have to do with simply selling.

So, somewhat reluctantly I did research to identify what CRM would be ideal for me, a small business owner.   The first place I search was GOOGLE. Even though I knew of a half dozen different options already, including Salesforce.  I thought I stuck gold when I discovered Free CRM dot com, but soon recognized that it wasn’t ideal for me.  So I asked some friends in the dental industry what they were using and Howard Klein President of the renowned dental advertising agency Lanmark Group recommended Leadmaster.  Howard showed why he’s the visionary leader of a cutting edge advertising agency and nailed it by recommending Leadmaster.

Now I rank my prospects and can create forecasts in minutes.  But every CRM can do that.  Leadmaster allows me to create eMail templates and product information libraries making it easy to communicate and market the prospect.  Leadmaster has a DRIP marketing element.  Here’s how this tool works.  Once I enter a prospect into the CRM, I select one button (Drip Marketing) and the prospect will receive a series of eMail communications all prescheduled from a template environment.  This allows me to take my prospect on a psychological journey as they receive educational information, testimonials, press releases, award announcements, new product launches, invitations for a demo or to attend a trade show / CE event or simply a promotional offer.  And…..all I did was hit a button.

Leadmaster has led me out of the paperwork battlefields and allows me to compete like I never have before.  In just two minutes the system allows you to search for a specific group and distribute a small eMail campaign (200).  The CRM manages the pipeline.  It’s just like hiring your very own inside sales person to support you in the field.

So stop discovering old business cards in your pocket as you pick up your dry cleaning.  Stop missing out on the leads that your competitor is closing.  Become master of your data and watch the revenue grow!

 

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

New Automation Feature – Assign to the Group or Partner

June 6, 2011

One of LeadMaster’s marketing automation / workflow automation functions provides for the automatic assignment of records or customers/leads/prospects etc.  It’s pretty straightforward.  Just set the criteria and assign the record(s).  It’s all done with point and click so it’s easy.

When assigning records, sales reps and partner reps are assigned to a level above them.  In the image below I’m using Sales Managers and Partners as the level above the Sales Rep and Partner Rep – so every sales rep is assigned to a sales manager.  The levels are customizable so your workgroup might say ‘Group’ instead of Sales Manager.  Again, pretty straightforward.

In the past when you assigned a record/prospect/lead/customer to either a Sales Rep or a Partner Rep you would automatically be assigning their associated Sales Manager or Partner.

Assign to Group Level or Partner Level in Marketing Automation / Workflow Automation

Assign to Group Level or Partner Level in Marketing Automation / Workflow Automation

Some customers wanted to assign just the sales manager without assigning to a rep so they could add a marketing/workflow automation task for the sales manager.  For example, suppose the sales manager wants to see every lead before they are assigned.  That’s a reasonable request.  But as we all know speed to lead is important so we don’t want those leads sitting around getting stale waiting for the sales manager to assign them so we add a task to the automation that says if the lead hasn’t been assigned within 15 minutes it will be assigned by automation.

Before this new automation update you’d have to have a sales rep in the hierarchy called something like ‘Leads Queue’.  So that you could assign the lead to the sales manager without actually assigning it to a sales rep.  Then the workflow and task manager would work as described above.

This latest enhancement allows you to assign to a sales manager or partner without having to assign to a sales rep or partner rep.

Please note that if you select a sales manager and then select a sales rep, the sales manager will be deselected because the sales rep is assigned in combination with the sales manager automatically.  The same is true for the partner / partner rep.

 

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