Posted tagged ‘lead management software’

Sales Lead Management Association Opens Nominations for Third Annual ’50 Most Influential Sales Lead Management Professionals’ List

September 29, 2011

The Sales Lead Management Association (SLMA) announced today that nominations for its annual election of the ’50 Most Influential People in Sales Lead Management 2011′ will open October 1st. James Obermayer, CEO of the SLMA, said, “Last year there were 5,810 votes cast for 99 nominees, by 3,786 people (each voter may choose up to three nominees). This year we expect the nominations and votes to double.”

The annual election has a nomination period of October 1st through October 25th, followed by a voting period from November 1st through November 30th. Only members of the SLMA may nominate people they think deserve recognition (membership in the SLMA is free). On December 5th, the ‘Top 50’ winners will be announced in the order of highest votes received. The complete rules for nominations, as well as nomination forms, are available on the SLMA site, http://www.salesleadmgmtassn.com .

SLMA co-founder Susan Campanale said, “The Top 50 list is created in a two-stage process: nominating and voting.”

— Nominations: SLMA members may nominate one or more professional individuals for consideration through October 25th, which is a week after Sales Lead Management Week (October 9-15, 2011). Nominations are accepted from SLMA members only. Nonmembers, however, may nominate someone once they join SLMA, and membership is free.

— Voting: Any member or non-member may vote for candidates listed on the SLMA site beginning November 1st, 2011. The ’50 Most Influential Sales Lead Management Professionals’ List will be published on December 5th, 2011.

Ken Murray, President of VanillaSoft, stated, “The SLMA has become a leader in sharing news and information, and in educating and recognizing leaders in sales lead management. The association has become a vital stopping point for the industry. Their recognition of the top 50 leaders is spot-on and one of the highlights for industry members. Congrats SLMA on another great year of contribution.”

Andy Brownell, CMO of LeadMaster said, “The SLMA Top 50 Most Influential People in Sales Lead Management is great way to recognize industry leadership, outstanding performance and those responsible for increasing the visibility of all aspects of lead management, from social CRM to marketing automation to the next great idea. I encourage everyone to nominate and vote for their favorite lead management visionary.”

“The annual election for the 50 Most Influential People in Sales Lead Management is a highly competitive contest that continues to grow in popularity,” noted Dan McDade, founder and CEO of PointClear. “I was honored to be named to this elite list for the last two years.”

About the Sales Lead Management Association

The mission of the Sales Lead Management Association is to help companies become successful in the critical business process of managing sales leads. For more information about SLMA or the ‘Top 50’ list, call Sue Campanale at 714-637-6989.

 

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

LeadMaster Offers Free Trial For Voice-Leads – The New Instant Lead Notification System

July 18, 2011
Voice-Leads

Voice-Leads

Roswell, GA – July 18, 2011 – LeadMaster, a leading provider of lead management, CRM and sales force automation solutions, today announced the free 30-day trial for its Voice-Leads software solution. Sign up is easy: Clients fill out a quick questionnaire, click submit, and their system test drive is on its way.

LeadMaster’s Voice-Leads, which was introduced earlier this year, operates to improve and accelerate connections with prospects. When activated, Voice-Leads enables an immediate phone connection with leads coming into the LeadMaster Lead Management CRM system. This functionality extends across various workflow automation platforms, online inquiry forms, web forms, landing pages, email leads, leads from lead generators (HTTP post) and even existing records.  Leads from all of these sources flow seamlessly into the LeadMaster system – in real-time.

As leads flow into the LeadMaster system, they are captured and converted into a phone call. 74 percent of leads that convert will do so with the first business that calls them back. Voice-Leads immediately calls the designated sales representative, providing details about the lead and the option to connect with the prospect. The instantaneous functionality of Voice-Leads improves lead conversion ratios, as the system has generated increases of up to 300 percent in client’s conversion rates. This removes the possibility of missed leads, which results in maximizing sales opportunities.

“When only half of your leads are being followed up, it effectively doubles the cost of your lead generation programs,” said Andy Brownell, LeadMaster CMO. “It’s easy to cost justify Voice-Leads when you move your lead follow-up rate from 50 percent to 100 percent.”

LeadMaster’s Voice-Leads provides clients with various calling options to ensure maximal lead response potential for their business. These calling functions include: Jump Ball, Step Ring, Round Robin, After Hours and Call Backs.

  • Jump Ball – ring all of your sales reps’ phones simultaneously and the first person to answer the phone gets the lead.
  • Step Ring – rep A gets 30 seconds to answer their office phone. If they don’t answer then they have 30 seconds to answer their cell phone. If it remains unanswered, then rep B gets 30 seconds to answer, and so on. You pick the phones and you pick the durations.
  • Round Robin – rep A gets this lead, rep B gets the next one and rep C gets the one after that. You can have multiple round robin queues.
  • After Hours – you can schedule when you want after hours leads delivered by time zone. You set the priority, so fresh leads are delivered first.
  • Call Backs – if you were unable to connect with the prospect, you can specify as many reattempts as you want.

The free trial allows clients to further explore the software system and to test out these connection functionalities.

Clients interested in testing this lead management software solution have the opportunity to leverage the power of online lead generation with the phone via Voice-Leads.  Completing a simple web form on the LeadMaster website is all it takes to activate the system.

About LeadMaster

LeadMaster offers a variety of cloud-computing software solutions:

Sales Lead Management CRM Software – Everything you need in one easy-to-use online web-based application.

Lead-Xpress – A revolutionary new way for sales reps to receive and update sales leads.

Lead-Xtreme – It’s like caller-ID for your website. Website visitor info flows into LeadMaster CRM in real-time.

LeadMaster Voice – Click to call, power dialing and virtual phone switch integrated with LeadMaster CRM.

Call Center Solutions – Combining LeadMaster solutions provides a complete virtual call center system.

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.

LeadMaster Search Update

July 14, 2011

When searching for records in LeadMaster, users can now search for fields that “have a value”. Any searchable field that includes the option for “has no value” now includes this additional option.  Here are a few ways you may want to use this new feature:

  • Find all the records that have a phone number but no email
  • Find all the records that have a first name but no last name
  • Find all the records that have a company but no contact name
Search Options Include 'Has A Value' and 'Has No Value'

Search Options Include ‘Has A Value’ and ‘Has No Value’

 

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.

LeadMaster Introduces ‘Voice-Leads’ A New Lead Management Solution Using Voice Response Technology

May 11, 2011

Voice-Leads Improves Lead Conversion Ratios by Providing Instant Phone Connections With Leads

LeadMaster announces Voice-Leads a revolutionary new service enabling an immediate phone connection with both existing and new leads coming into the LeadMaster Lead Management / CRM system. This solution is expected to be well received, especially in these key industries: insurance, education, real estate, mortgage, high tech and call center.

Leads from online inquiry forms, email leads, lead generators and more are automatically captured by the LeadMaster Lead Management CRM system and then converted into a phone call. The system immediately calls the appropriate sales representative, providing information about the lead and asking if they’d like to be instantly connected with the prospect by pressing ‘1‘ on their phone. This system provides sales professionals the opportunity to begin a conversation immediately after the customer has clicked the ‘submit’ button on a web form.

Voice-Leads Improves Lead Conversion Ratios by Providing Instant Phone  Connections With Leads

Voice-Leads Improves Lead Conversion Ratios by Providing Instant Phone Connections With Leads

With LeadMaster’s built-in workflow automation this functionality can be extended beyond web forms to include email leads, leads from lead generators and even existing records. For example, suppose the inside sales team has a hot lead. The inside sales rep can click a checkbox in the LeadMaster Lead Management CRM system and a call will be placed to the assigned sales rep. When the sales rep answers the phone they’ll hear details of the lead and asked to press ‘1’ if they’d like to speak with the hot lead. The system can be configured so the sales rep will hear as much or as little information as desired.

Andy Brownell, LeadMaster’s CMO says, “The most crucial factor when trying to convert leads into sales is response time. Consider the following statistics. First, the odds of connecting with a lead increase 100 times if attempted within 5 minutes versus 30 minutes. Secondly, if you can respond to a lead within the first 5 minutes the odds of reaching and qualifying that lead are 21 times greater than if you wait an hour. Think about it. If you are interested enough in something to enter your contact info you’d probably like to talk with someone about it, provided they call right away. But, if they call in an hour chances are you are working on something else and that call becomes an interruption. Finally, 75% of Internet leads that convert will buy from the first person with whom they speak. Leads are expensive. Statistics tell us that 50% of all leads are never followed up – which effectively doubles the cost of your leads. Voice-Leads is an excellent way to connect with leads immediately and reduce the overall cost of sales.”

Voice-Leads helps close more sales by connecting companies with their prospects before the competition. The LeadMaster Lead Management CRM system can be configured to notify sales managers when leads haven’t been reached.

Voice-Leads is an elegant offering that’s fully integrated with LeadMaster. Voice-Leads removes all excuses for why a lead is never contacted. Brownell says, “It’s hard to ignore a phone call. With lead management and speed-to-lead being critical, the Voice-Leads service is a perfect addition for getting the most value out of your leads. Just as email marketing was virtually unheard of 10 years ago but is de rigueur today, I believe Voice-Leads will be an industry standard within a few years.”

‘Voice-Leads’ A New Lead Management Solution Using Voice Response Technology

 

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.

SaaS Lead Management CRM with Lead-Xpress

April 7, 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 many 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.

I was speaking with a software company that 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, the all-new 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 .

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.

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.