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Sales Lead Management
Gartner says 70%, Aberdeen research say 80% of leads are not followed up, both are misleading and vary greatly by industry, size of firm and your definition of follow up. From over two decades of experience working inside the lead management software of small companies all the way up to many of the fortune 500 we have seen just about as many definitions of a lead. Sales leads are lists, leads are suspects, leads are prospects, leads are referrals, leads are phone numbers, leads are names, let's just say leads are information about people you may be able to do business with. Start by defining your lead tracking sources and lead management processes, map out the ideal path to quickly qualify and move further into the sales lead management funnel.
Effective sales teams of over 5 typically need territory management goals, to avoid stepping on one anthers toes while pursuing objectives like revenue per customer, profitability per product and service. With rights come responsibilities so to with territories come sales quota's and service level requirements these are easiest to measure and attain inside a territory management software. As market demand and the number of sales reps changes automatic territory realignment must be built into your contact management system to avoid losing revue.
Well designed and implemented Marketing automation software automatically takes raw leads, rates them, and coverts them into hot prospects willing to buy your products and services through low cost drip marketing techniques.
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