Posted tagged ‘opportunity management’

New Feature – Import Opportunities Directly to the Record

December 16, 2011

With LeadMaster you’ve been able to import opportunities in bulk from the ‘Add New Records’ menu.

Opportunity Load Wizard from the Add New Records / Leads menu

Opportunity Load Wizard from the Add New Records / Leads menu

Starting a week from now you’ll be able to import opportunities directly to the record from the sales update page or the edit profile page.

Import Opportunities from Sales Update or Edit Profile

Import Opportunities from Sales Update or Edit Profile

Just follow the instructions on the wizard and your opportunities will be attached directly to the record.

Import Opportunities to an Individual Record

Import Opportunities to an Individual Record

 

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 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.

Improving Productivity with Lead-Xpress – SaaS Lead Management CRM

April 9, 2011

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.

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.

A complex CRM system isn’t the only reason implementations don’t go as well as expected.  Lack of functionality is also cited as a key factor.

A software company recently called LeadMaster.  They 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, 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.

 

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

Webinar every Tuesday at 2pm EST

March 28, 2011

Join us for another brief overview of LeadMaster’s cloud computing solution capabilities – sales lead management, opportunity management, CRM, e-marketing, Outlook integration and more…

Webinar every Tuesday at 2pm EST.  No pre-registration required. Either dial-in or listen through your computer. Q&A available via chat.

http://www.leadmaster.com/LeadMaster-Library/Tues-Webinar/webinar.html

 

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 – Search Range for Probability & Lead Value

February 14, 2011

When searching through opportunities our customers have indicated they’d like to be able to find all the opportunities with a lead value greater than, less than, between or those with no value.  The same is true for the probability.

The search engine has been enhanced to allow searching a range of values for these fields.

Search Range - Probability & Lead Value

Search Range – Probability & Lead Value

 

 

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