Lead Management and Tracking
Track leads to increase close rates and identify the most profitable marketing successes
Much of the buzz around managing a successful business revolves around ways to generate more leads and strategies for closing the most sales. Meanwhile lead management is often relegated to a position of secondary importance. Yet according to estimates from Yankee Group, an independent research firm, a typical company loses between 40 and 80 percent of sales leads somewhere in the sales cycle. As for the leads that do make it into the pipeline, oftentimes there is no way of tying them back to a particular marketing campaign and thus no means to measure return on investment or provide feedback to refine the marketing and sales process.
LeadMaster can help you close the loop by tracking leads in real time throughout the sales cycle, from demand generation to lead closure. You can pinpoint where leads are quickly converting into revenue – and where they're not – to improve future decision-making.
Using LeadMaster as your centralized web-based database, you can capture leads from a variety of sources, including imports from other enterprise applications and third-party sources, telemarketing campaigns, web forms, direct mail, event registrations, manual data entry and more. Leads flow directly into the system in real time and are fully indexed for comprehensive search and data mining. As leads are entered, they can be automatically assigned to sales reps and channel partners, with email notifications to alert them to the new opportunity.
As leads are followed up, a journal of sales activity is maintained for each opportunity, with areas for reps to perform typical sales force automation tasks such as updating the status of the lead and scheduling callbacks, but also to provide valuable feedback on lead quality and indicate progress in the sales process. Managers can track the progress of every lead through dashboards and other tools for CRM analytics, allowing marketing to measure return on investment and sales to create reliable forecasts. They can also evaluate user activity, introducing increased accountability and transparency into the sales process.
Learn more about our online CRM products and complementary services:
