Lead Management

After your successful marketing campaigns have generate leads, you need to move these leads through the sales pipeline.  Our Lead Management tools will help you accomplish the five main objectives of a successful lead management program.

Capture

Effortlessly add leads to your sales pipeline.

The first step in any successful Lead Management program is to consistently capture all of your marketing leads in a single database. Starting with clean lead information enables you to make sound decisions throughout your entire Lead Management program.

  • Web Forms – effortlessly capture leads from your website.
  • Outbound Calls – capture lead information as part of your outbound calling efforts.
  • Qualifying Surveys – capture qualifying information from outbound calls or web forms.
  • Measure Results – understand which sources are generating the most leads.

Rate & Qualify

Consistently determine the quality of each lead.

Defining what makes a lead “qualified” can be a difficult task and just when you think you’ve got it right you learn of an exception. Our extremely flexible Rules Engine enables us to consistently rate and qualify each and every lead generated by your marketing campaigns.

  • BANT Rating – classic Budget, Authority, Need and Timeframe lead rating and qualification.
  • Survey Rating – lead rating and qualification based on survey responses.
  • Rules Library – maintain a library of lead rating and qualification rules.
  • Measure Results – track the quality of the leads generated by your marketing campaigns.

Nurture

Continue marketing to leads that are not ready for a sales call.

What happens to the leads that are in the early stages of researching your product or services and are not quite ready to speak with a sales rep? If you forward these leads to sales too soon, they will likely be put aside and never contacted.  You need to protect your marketing investment by nurturing these leads until they are ready to be contacted by sales.

  • Meaningful Communication – keep your prospects engaged in conversation.
  • Nurturing Campaigns – send a series of regularly scheduled communications.
  • Build Relationships – keep your company at the top of your prospect’s mind.
  • Educate Prospects – send newsletters, case studies, event invitations and more.
  • Measure Results – monitor your nurturing campaigns and quickly adapt to changes.

Assign & Distribute

Deliver qualified leads to the appropriate sales person.

With leads flying at you from all directions it is often difficult to determine “who should followup with which lead”. But, making sense of the lead assignment rules is only half the solution. The other half is being able to apply these rules real-time so that your sales reps can followup quickly.

  • Standard Lead Assignment – assign sales rep using any information from your database.
  • Complex Lead Assignment – weighted round-robin and broadcast-and-claim assignment.
  • Real-Time Notification – send sales reps an email or text message for each new lead.
  • Sales Lead Profile – empower your sales reps with a complete profile of the lead.
  • SFA Integration – automatically forward leads to existing SFA systems.
  • Measure Results – optimize your lead assignment and distribution processes.

Followup & Feedback

Track the stage of every lead in your sales pipeline.

You marketing budget has delivered leads to sales. Our Lead Management tools help you gain visibility into the activities of your sales team and to better understand the revenue generated by your marketing investment.

  • Simple Feedback – make it simple for sales reps and gain widespread adoption.
  • SFA Integration – capture lead status from existing SFA systems.
  • Lead Followup – ensure qualified leads do not fall through the cracks.
  • Lead Visibility – monitor the progress of leads delivered to sales.
  • Measure Results – understand where your marketing dollars are spent most effectively.