Posted tagged ‘lead distribution’

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.

New Lead-Xpress Feature – Include / Exclude Contacts

May 16, 2011

You now have the option to include additional contacts in a Lead-Xpress ‘Request Update to Records’ email.

Request Update to Records - with and without contact information

Request Update to Records – with and without contact information

Just in case you’ve forgotten about Lead-Xpress.

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 is a perfect solution for companies that distribute leads to business partners.  With Lead-Xpress you’ll finally be able to answer the question, “What’s happening with the sales leads?”.

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.

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.

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.

The Benefits of Lead-Xpress – SaaS Lead Management / CRM

March 24, 2011

Companies around the globe are embracing software as a service (SaaS), especially for Customer Relationship Management (CRM) and sales lead management. The benefits of software as a service are many:

• reduced costs • instant deployment • scalability • easy upgrades • measurable ROI • access to information from any location with Internet access and from multiple computing platforms (cell phone to laptop & desktop)

But some companies are finding that when it comes to SaaS CRM actual benefits can be less than expected. Some of the reasons cited include:

• cost increases – many vendors offer a limited version at low cost but require a long term contract, once the companies have their data in the system they find they need features only available in the higher cost version, additionally many vendors make it hard to extract data once it’s in the system, virtually forcing companies to move to more expensive versions – one of the top vendors lists their introductory version at $5 per user per month and their most popular version at $125 per user per month

• unexpected expenses like internal development, deployment and support

• long-term contracts that lock you into a minimum number of users so that even if your business has changed and you no longer need all those users you still have to pay for them

• steep learning curves and resistance from the sales team to use the tools

• requiring multiple vendors to provide a complete solution driving up consulting costs

The primary justification for implementing software as a service was reduced costs but at $125 per person per month the costs can add up quickly. Add to that the cost of training, consulting, development, deployment, support and additional apps and the costs can quickly escalate. A company with 100 users at $125 per user per month can spend $150,000 per year in software licensing costs alone. According to the Yankee Group, software licensing accounts for less than 50% of the cost, this brings the total cost of ownership to well over $300,000 per year for 100 users.

As for adoption by the sales team, 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.

A software company called LeadMaster recently.  The software company had spent $370,000 in development costs on customizing their open source CRM solution. They called LeadMaster because they required functionality that their in-house solution didn’t provide and the estimated cost to add it to their open source solution was forecasted to be very expensive. 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 their needs.

Businesses are constantly trying to find new ways to cut costs while improving productivity. And while the solution eludes many, the all-new Lead-Xpress from LeadMaster provides a Lead Management / Opportunity 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 .

LeadMaster’s primary design focus was 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.

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.

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. 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 Feature – Workflow Process for Assigning Records

January 17, 2011

While you’ve always been able to assign records via LeadMaster workflow automation you can now have record assignment be the condition for which a workflow is initiated.

For example, records could previously be assigned if they came from a specific campaign, or if the lead value was < or > $x, or if the lead source was XYZ etc.  With this new feature you’ll be able to initiate the task manager whenever a record is assigned.  Here are the details.

The ‘Automation and Workflow Management’ feature has been enhanced to allow workflow processes to be defined for use when assigning records.

When a workflow process that applies to assigning records is defined, the following differences apply:

1. The condition is cannot be specified – ‘Always’ is the condition.

2. The only action available is ‘Add Task’.

Workflow processes are evaluated when records are assigned:

1. From the ‘Accounts’ and ‘Search Results’ pages.

2. From the ‘Sales Update’ page.

3. From the ‘Edit Profile’ page.

Workflow Condition - Assigning Records

Workflow Condition – Assigning Records

Here are 3 examples of how you can use the new feature.

  1. A sales manager is having a hard time keeping track of sales leads.  Many leads have the lead status ‘could not reach’ for an extended period of time.  It appears the rep tried to reach them a couple of times and then forgot about them or moved on to something else.  Whenever a new lead is assigned a task is created so that if lead status = could not reach after X minutes or days the sales manager is notified and the lead is reassigned to inside sales and put on a lead nurturing track.
  2. The sales manager wants leads followed up within 5 minutes.  They first creates a workflow that automatically assigns the leads.  The workflow could be based on zip codes, lead value or any number of criteria.  Once the lead is assigned they creates a task so that if the lead status doesn’t change within 5 minutes the lead is reassigned – could be a specific rep or could be a round robin.  The new rep will be alerted with a text message & email to followup within 5 minutes or it will get reassigned – perhaps on the second reassignment it goes to the manager.
  3. The sales manager wants to know about any big deal.  Many of the reps leave the ‘lead value’ field empty.  The task is for the sales rep to enter a value (other than $0) into the Lead Value field within the first week after the lead is assigned.

 

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

 

New Feature in LeadMaster Workflow Automation

October 14, 2010

Whenever you’ve added new records to LeadMaster you’ve always had the choice to assign them by zip code if you wanted.  Now geographical assignment (including zip code assignment) is available through workflow automation.

Workflow based upon geography - city, state, zip, country

Workflow based upon geography – city, state, zip, country

As part of this new enhancement, special interest fields are now available for workflow automation.

This enhancement gives you the added flexibility to use workflow automation to assign records via new criteria – city, state, zip and country and any of the 18 special interest fields.  With 18 customizable fields the workflow possibilities are nearly limitless.

One of the best ways to improve your closing ratio is to improve your lead response time.  Don’t let new leads sit in your lead management system for hours or days – get those out the your reps right away with workflow automation.  Simply assign the record based upon the territory, send a text message along with the lead and your sales reps can have prospects on the phone less than 60 seconds after they click the submit button.  The speed of response is only limited by how fast your rep gets a text message and clicks the call button on their phone.

Your prospects will be amazed and delighted.

 

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