Posted tagged ‘Sales Management’

New Feature – Opportunity Workflow

August 14, 2012

LeadMaster’s workflow automation is a built-in function that provides a simple point & click environment to automate your business processes and automatically perform routine tasks.  Now automated workflows can happen when an opportunity is created or updated.

Some of the general functions for workflows include:

  • Alerts – An email, a text message or a telephone call from LeadMaster. Alerts are typically sent to someone in the sales or marketing organization.
  • Marketing Messages – Similar to an alert the marketing message can be an email, a text message or a telephone call from LeadMaster.
  • Field Updates – Workflow rules can update a variety of fields in the system to values of your choice whenever business actions trigger the rule.
  • Tasks – LeadMaster tasks are designed to mimic your business processes and are assigned to individuals in your organization. They have time limits and actions can be defined for either accomplishing the task on time or missing the deadline.  For example, you may want leads followed up within 20 minutes. You can create a task so that if the lead isn’t updated within 20 minutes it is reassigned to another sales rep.  Tasks can repeat until the criteria for satisfaction is achieved.
  • Workflow – Workflow can start another workflow.  The workflows are executed in order from the top of the page to the bottom of the page.

Start by giving the workflow process a name and deciding when the workflow should apply.  For Opportunities the 3 choices are:

  1. For new opportunities
  2. When updating existing opportunities
  3. For both new and whenever an existing opportunity is updated
Opportunity Workflow

Opportunity Workflow

Next, select the conditions under which this workflow will operate.  The are a variety of fields available…

Opportunity Workflow Condition

Opportunity Workflow Condition

and then select the conditions.  Conditions include things like greater than, less than, equals to, is not equal to, contains, was checked (for checkboxes) and was updated.

Opportunity Wkflow Operator

Opportunity Workflow Operator

Aa a result of the condition being true there are a variety of actions available.

Opportunity Workflow Actions

Opportunity Workflow Actions

One of the available options is to update the opportunity.

Opportunity Workflow Updates Opportunity

Opportunity Workflow Updates Opportunity

LeadMaster’s opportunity workflow allows you to automate your opportunity management business processes.

 

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

FAQ – What is the recommended available bandwidth per user for LeadMaster?

July 29, 2011

Tests reveal that users should consistently get 100k/sec. with bursts of 200k/sec., as a minimum.  The only time the LeadMaster system could use more bandwidth would be for uploads, downloads, report queries and E-marketing.

 

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 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 Task Management Features

April 8, 2011

The task manager provides a business rules feature for managing your sales process and leads. With task management integrated into the ‘Automation and Workflow Management’ feature, a task can be created and associated with a specific record and can be assigned to the group, account manager, partner or partner rep associated with the record.  Tasks are considered complete when a specific action has been completed.  Those actions can be based upon a variety of conditions such as – sales stage, lead status, campaign, lead value, forecast date, lead source, marketing mix, the assigned sales rep or partner rep, custom fields and more.

Now you have the ability to specify an action for both a complete and incomplete task.  Actions include: updating the records, assigning or reassigning the records, sending a text message, sending an email, sending a request to update the record (Lead-Xpress), stop a Lead Nurturing Track or repeat the task.

Updated LeadMaster Task Management Features

Updated LeadMaster Task Management Features

‘Stop Lead Nurturing Track’ is also a new feature in the Task Manager.

The “Stop Lead Nurturing Track” action includes the following elements:

1.     Track – select list of ‘All lead nurturing tracks’ plus the available lead nurturing tracks

a.     If ‘All lead nurturing tracks’ is selected, any lead nurturing tracks the contact(s) are on are stopped

b.    If a particular lead nurturing track is selected, only that lead nurturing track is stopped for the contact(s)

2.     Contacts selection

a.     Change ‘All contacts that meet the search criteria’ to ‘All contacts in the record’

b.    Change ‘Only primary contacts that meet the search criteria’ to ‘Only primary contact’

Here’s an example of how you might use these features.  Suppose you are in the software business and one of the stages in your sales process is to demonstrate your software.  The sales manager creates a task for the sales reps such that anytime a new lead is assigned to a sales rep they have 2 weeks to update the sales stage to ‘demo completed’.  If that doesn’t happen within two weeks add the prospect to a lead nurturing track about the benefits of your software product including an invitation to a demonstration.  If the demonstration is completed within two weeks then add the prospect to a lead nurturing track with information about how to use the software and stop any lead nurturing tracks inviting them to a demonstration.

 

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.

 

New Feature – Task Manager / Installment #5

January 11, 2011

This is the 5th and final installment for the new LeadMaster Task Manager.  The task management feature  adds task management and a business rules feature for managing leads. With task management integrated into the ‘Automation and Workflow Management’ feature, a task can be created and associated with a specific record and can be assigned to the group, account manager, partner or partner rep associated with the record.

The previous posts provided:

  • an overview of tasks
  • setting up notifications for tasks
  • creating a task
  • possible actions when a task isn’t completed by the due time/date.

This post will examine how to track your tasks and if applicable, how to track the tasks you’ve assigned to others.

But first, I thought I’d share a couple of examples.  In this first example we have leads that have been assigned but the sales rep has not made contact with them.  There are two tasks in this particular task.  The first task is to simply send the sales rep and mail reminder that they’ve had this particular lead for 48 hours and they need to get in touch with them.  The second part of the task happens after the sales rep has had the lead for 5 days an there have been no updates.  After 5 days the sales rep is sent another email saying 5 days have passed since you were assigned the lead and since it hasn’t been updated it is being reassigned.

Have Not Reached - Remind then Reassign

Have Not Reached – Remind then Reassign

The next example is similar in that the system is looking for an update from the rep but this time we are a further into the sales cycle.  The lead has been contacted and qualified.  Realizing that some sales cycles take longer than others we are looking for updates in the first 2 weeks.  If there’s no update then an email reminder is sent to the sales rep.  The task continues and if no update is received within 30 days another email message is sent.  The task finally concludes after 60 days without an update by assigning the record to inside sales.

Status Not Updated - Reminder then Reassign

Status Not Updated – Reminder then Reassign

Ok, back to the original idea.  This post will examine how to track your tasks and if applicable, how to track the tasks you’ve assigned to others.

From the homepage, a group, account manager, partner or partner rep user will see a ‘My Tasks’ link on the homepage.  Remember this has to be enabled through admin / customize pages / home / my tasks.

This is the sales rep view for an account manager or partner rep.

Tasks from the home page

Tasks from the home page

This is the manager view for Group / Manager / Partner.

Group-Manager-Partner View of Assigned Tasks

Group-Manager-Partner View of Assigned Tasks

Note that a group / partner have visibility to account manager / partner rep’s tasks

Clicking on any of the links, displays the ‘My Tasks’ page which includes:

a. Due not before

b. Due not after

c. Task name

d. Company – as a hyperlink to the record

e. Contact

f. Condition that must be satisfied for the task to be considered completed.

g. Option – for group and partner – gives the group / partner the ability to delete a task.

My Tasks Report

My Tasks Report

Now LeadMaster can not only automatically respond to leads, but also manage them as they proceed through the sales cycle with your sales team.

 

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