Lead Management

The LeadMaster lead management solution is easy to use and provides real-time lead capture, lead distribution, lead tracking, lead scoring, lead nurturing, lead aging & reporting.  LeadMaster makes it easy to qualify and convert leads from virtually any source – landing page, call center, webinar, lead originators…  This easy to use web-based software is both Customer Relationship Management software (CRM) and a Sales Force Automation solution (SFA) that includes intuitive features like contact management, drip marketing and Outlook integration.

How Lead Tracking Rescues and Revives Lost Leads

You would think that generating new leads is the hardest part of a sales rep’s job – all that research, networking, cold calling and rejection.  But once you’ve got a juicy batch of prospects in hand, making the sale should be the easy part, right?

Unfortunately, that isn’t the case. Studies have shown that anywhere from 40% to 80% of leads get lost as they travel through a company’s marketing / sales loop. Plugging that gap is what lead tracking and lead management are all about.

The 7 Stages of Lead Management

The basic stages in a good lead management cycle can be broken down like this:

  1. Advertising and promotion reach the target market.
  2. Some people respond and become leads. (Lead generation)
  3. Leads are graded for their potential.
  4. Hot prospects are flagged and given to sales reps. (Lead distribution)
  5. Reps make contact with the hot leads.
  6. All other leads are entered into a lead management system for follow up. (Lead tracking)
  7. Regular contact with prospects continues until a sale results or the lead goes cold. (Lead nurturing)

How Software Streamlines Lead Tracking

It’s easy to see how leads can get lost on the long trek between lead generation and closing. Things get complicated when hundreds of leads – some hot, some cold, some lukewarm – require lead tracking all at the same time. This is when disconnects can occur in the lead management pipeline causing lost sales opportunities.

Lead management software provides the kind of lead tracking oversight that keeps you in touch with your prospects as they proceed toward a sale.

The LeadMaster system gives you access to all of your leads from all of your lead generation sources – web forms, advertising, trade shows, promotions, call center contacts, direct mail and others.

Those leads are then passed on to sales reps in what’s called lead distribution or lead routing.

Lead Distribution

A good lead distribution system is one that automates and streamlines the routing of leads to reps. This reduces the time it takes for a sales rep to contact the hot prospects which reduces the number of lost leads and lost sales.

LeadMaster’s lead distribution software allows you to create rules for distributing leads based on the prospect’s interest in a given product, their geographic location or other criteria that you can specify.  Quickly engaging reps with new leads is a major key to improving productivity.

Meanwhile, management can use LeadMaster to review their rep’s performance, see forecasts and track results of marketing programs.  Improved lead retention and additional sales are directly related to the versatility and usability of the LeadMaster lead management, lead tracking and lead distribution system.

Lead Nurturing

Lead nurturing is any method used to build and nurture relationships with would-be customers who aren’t ready to buy… yet. Since this is a huge portion of your lead base at any given time, it pays to stay on their radar.

What used to be a hit-and-miss proposition in the days of basic spreadsheets is now greatly simplified with the use of automated lead management software. It has two main components:

Internal systems to remind agents when and how to follow up with leads.

External communications with prospects to maintain regular contact until the lead is ready to move forward.

The system developed by LeadMaster addresses both functions. And it helps sales teams rescue and recover the prospects that so often get lost between marketing and sales.

One way to do that is through drip marketing.

Drip Marketing 101

Let’s say somebody signs up at your website to receive information about your product or service. Their contact information goes into an automated message system that sends them personalized emails on a scheduled basis. The timed series of messages can even be customized to target their specific needs and interests.

Drip marketing with email is a cost effective and proven way to keep your brand front and center in a prospect’s mind for weeks, even months, until the time is right. The more genuinely helpful (not self serving) the information is, the more likely the lead is to feel inclined to do business with your company.

When lead nurturing and drip marketing are done right, fewer leads are lost in the shuffle, more ready-to-buy prospects get into the sales pipeline, and your sales team can focus their attention on the most promising leads.

17 Comments on “Lead Management”

  1. John Powell Says:

    Do you do the same thing as Tiger leads?

    • leadmaster Says:

      LeadMaster captures leads from website registration as well as website visitors using Lead-Extreme and then helps track & manage the sales process.

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