Archive for October 2011

LeadMaster Partners with Jamcracker

October 25, 2011

Jamcracker

Press Release — LeadMaster, the SaaS Lead Management / CRM solutions company, and Jamcracker, the cloud services brokerage enablement company, announced that LeadMaster will be distributed through the Jamcracker Services Delivery Network (JSDN).

LeadMaster’s on-demand customizable SaaS solutions combine sales lead management software, lead tracking solutions, sales force automation tools (SFA) and customer relationship management features (Sales CRM) in a seamless easy-to-use online application. This powerful web-based application has helped companies large and small from virtually every industry increase sales. The LeadMaster solution makes it easy to increase sales revenue by helping to qualify, track and convert leads.

JSDN allows service providers, resellers and vendors to quickly and efficiently deliver cloud services to businesses and consumers. This partnership will enable Jamcracker to offer LeadMaster, a powerful yet easy to use Lead Management / CRM solution, through its global services delivery network of distribution partners including communications and IT services providers.

Russell King, LeadMaster Founder and CEO of LeadMaster said, “We are excited about our partnership with Jamcracker. The Jamcracker platform is an ideal solution to order, provision and manage the LeadMaster solution. As the industry shifts more toward cloud computing, industry leaders like Jamcracker are well positioned.”

The LeadMaster sales lead management CRM product is straightforward and easy to learn yet has robust features like email marketing, marketing automation, lead nurturing, report subscriptions, round-robin lead distribution, mobile access, CRM analytics and Outlook integration. For example, the marketing automation feature tracks and reports opened and links clicked in email marketing. The business rules can then notify staff via text message, email or phone call and assign those contacts to lead nurturing or marketing reps for follow-up.

“Jamcracker enables communications and IT services providers to create their own branded marketplaces and offer ’best-of-breed‘ cloud services to their business customers. It also enables cloud services brokerages for IT departments within larger enterprises so they can provision, deliver, and manage internally and externally hosted services for their organizations’ employees,” said Steve Crawford, vice president of marketing and business development at Jamcracker. “We are committed to aggregating and delivering the broadest selection of leading cloud services, and are pleased to extend LeadMaster through our services delivery network.”

About the Jamcracker Services Delivery Network

The Jamcracker Services Delivery Network (JSDN) enables service providers and distributors to get to market quickly and cost-effectively with the ability to aggregate and deliver cloud services. The JSDN provides distribution partners the ability to deliver cloud services via their own private-branded marketplaces to their customers and through their channel partners.

Different types of cloud service offerings can be delivered with a single point of provisioning, access, security, billing, administration and support. The JSDN is powered by a highly scalable and distributed architecture; with technology, operations, support infrastructure, market knowledge, and services delivery business processes established over a decade of definition, development and refinement.

About Jamcracker

Jamcracker enables service providers, IT providers, and enterprise IT organizations to become cloud services brokerages, allowing them to unify cloud services delivery and life-cycle management for their customers, their employees, and through their channel partners. Jamcracker was founded in 1999 by K.B. “Chandra” Chandrasekhar, who previously founded Exodus Communications and led it through the most successful IPO of 1998. Jamcracker was recently designated by Gartner as a ‘Cool Vendor in Cloud Services Brokerages.’ For more information, visit http://www.jamcracker.com.

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.

Lead Nurturing Research Results

October 20, 2011

Lead nurturing is a familiar term among those familiar with LeadMaster and marketing automation software, but just in case you are new to the concept, here is a white paper you may find educational.  Essentially, lead nurturing is marketing process whereby those prospects who have shown an interest in a product or service are provided information to help move them through the purchase decision process until it’s time for a sales rep to engage the prospect.

The typical approach to setting up a lead nurturing program is:

  1. identify who you will nurture
  2. identify how you will do it
  3. create content
  4. set things in motion
  5. hope something sells

Many organizations new to the idea of marketing automation and lead nurturing will take this route. However, they will be doing themselves a disservice. Lead nurturing is not a hit-and-run, set it and forget it process. For marketers to truly cultivate a lead, they need to influence the buying decision process at every step throughout the customer’s lifecycle. The most powerful way to influence the buying decision process is to strategically provide targeted content to your prospects based on where they are in the process.

Baxter Denney of Marketologist works with companies every day, helping them set up quality lead nurturing programs that do just this. Here is an outline of his method.

First, he says, you have to visualize every step in the buying decision process. He suggests using the image of a funnel – something any of us in the sales and marketing world should be very familiar with. Below is an example.

Typical Sales Funnel

Typical Sales Funnel

The funnel and stages may vary by organization, but the point is to visualize each stage and identify points where marketing can add value and influence by nurturing. This is what Denney calls a gap analysis. He provides an example, using a ficticious company called Webert. He looked at the current content nurturing programs, comparing that to the number of leads that ended up converting. Here is a chart showing what he found.

Sales Funnel Gap Analysis

Sales Funnel Gap Analysis

Overall, this program looks pretty good. However, there is always room for improvement. In this next image, Denney illustrates the places where marketing is either completely absent or has the potential to modify their message to better reflect the buyer’s stage in the buying process.

Sales Funnel Analysis

Sales Funnel Gaps

With this analysis done, Webert can now begin constructing a revised program to that will nurture these identified gaps. The next step is to develop (or re-purpose) content that has both a meaningful and appropriate message that will engage buyers.

The better approach to setting up a lead nurturing program is:

  1. identify who you will nurture
  2. identify how you will do it
  3. create content
  4. set things in motion
  5. measure results
  6. make adjustments
  7. repeat

Finally, it is vital that marketing keep sales involved in this process. When doing the gap analysis, pull the sales team in so that they can provide real-time feedback. Perhaps there are additional gaps they can identify. Additionally, sales can communicate to marketing where they need the most support. Then marketing is able to create their nurturing program accordingly. With both sales and marketing on the same page, companies will be able to optimize their nurturing program in order to convert the most leads possible.

For Denney’s full post, see the Marketing Automation Software Guide blog.

 

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

Creating a pool of unassigned leads for sales reps

October 13, 2011

I had a call from a customer wanting to know how to create a pool of unassigned leads in LeadMaster so the sales team could ‘go fishing’.

This is easy to setup in LeadMaster.  There are several ways this could be accomplished.  Here’s one way.

1)  Go to the search engine and create a saved search for unassigned leads.

1 - Create a search for unassigned leads

1 – Create a search for unassigned leads

2) Save the search as a public search and turn security off.  The reason for turning security off is this allows reps to see unassigned leads.  Remember, reps only see the leads they are assigned.

2 - Create Saved Search - public-no security

2 – Create Saved Search – public-no security

3)  Create a homepage dashboard for all of your reps or select only the reps that you want to ‘go fishing’.

3 - Create a home page dashboard

3 – Create a home page dashboard

4)  The next time they log in they’ll have a new chart on their home page.  This is a chart of all the unassigned leads.  To see the leads all they have to do is click on the chart.  The chart could contain a variety of categories, for example Lead Status, where the chart shows unassigned hot, warm and cold leads.

4 - Users will have chart that links to unassigned leads

4 – Users will have chart that links to unassigned leads

5)  Now you need a way for the rep to assign the lead to themselves if they want to keep it.  I’ve selected a call stat / click action but there are other options if you’re already using all your click actions.

5 - setup easy way to claim lead

5 – setup easy way to claim lead

6)  The last step is to program the click action in workflow automation.  It’s only a few clicks (no typing) and you’re finished.  Here’s what it should look like.

6 - Automation to claim lead

6 – Automation to claim lead

 

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

Email Marketing Automation Adds New Feature

October 11, 2011

After sending an email marketing campaign in LeadMaster you now have the ability to tag the records of people who either opened your email or clicked on a link in the email with a marketing activity so that those records will show up in search results.

You’ve always had the ability to see who opened your email and who clicked on the links with the E-marketing reports.

E-Marketing Reports - Opens & Clicks, Over Time, By Email Address, Unopened

E-Marketing Reports – Opens & Clicks, Over Time, By Email Address, Unopened

Now using workflow automation you can identify those prospects in 3 easy steps.

Step 1: Click on Administration, Click on Automation and Workflow Management, Click Add Workflow Process, give your workflow a name and select – Applies When: An email recipient clicks on a link in an email message, click Save.

Email-Marketing-Automation - Create an automation for an open or click

Email-Marketing-Automation – Create an automation for an open or click

Step 2: Click Add Action and select ‘Add an Activity’ and click next.

Email-Marketing-Automation- Add an Action and select Add an Activity

Email-Marketing-Automation- Add an Action and select Add an Activity

Step 3: Select the marketing activity and if you’d like the marketing status and click submit.

Email-Marketing-Automation- add a marketing activity & optionally a marketing status

Email-Marketing-Automation- add a marketing activity & optionally a marketing status

That’s all there is to it – a few clicks and you’re all set.  Now you can search on opens and clicks.

 

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