1. DO YOU HAVE MULTIPLE LEAD SOURCES?

Using excel sheets, forwarding leads by email or using paper notes is no way to run a successful lead management process yet it is commonplace.

The success marketing and lead generation efforts lie in the hands of your sales team. If they don’t perform well, it makes these efforts redundant. However, for them to be truly efficient, you need to implement an organized lead management system. Give sales people the tools to work the leads, acquire customers and you the tools to manage the process.

2. DO YOU ACCOUNT FOR ALL THE SALES LEADS GENERATED OR JUST THE ONES SALES CHEERY PICKS?

A lack of visibility and understanding of your sales teams performance means you don’t have the facts to act upon.

When you track every lead, you can easily see the areas where the sales process may have gone slow or awry.

Pinpoint the issues, devise plans on how to eliminate them. Spotting errors and problems before they can blow out of proportion will definitely save you a lot of headaches – and money.

3. DO YOU SELL THROUGH AN INDIRECT SALES CHANNEL – REPS AND CHANNEL PARTNERS?

When you don’t have a direct involvement in the sale you often loose control of the process but that should not be the case. Make sure you incorporate your entire sales team, from direct salespeople, reps, distributors and dealers.

Understand where the leads are going and how your channel partners are performing for you.

4. DO YOU WANT TO IMPROVE THE ROI OF YOUR LEAD GENERATION?

Without the visibility and understanding that comes with lead tracking, means you don’t have the facts to act upon.

When you are able to determine the ROI of your marketing spend by campaign, by channel, then you make informed decisions. You will have the ability to test out new ideas, to see if they are effective and decide if they are worth pursuing. You can allocate more spend to the media channels that are being more effective in bringing you in qualified leads.

5. DO YOU EXHIBIT AT TRADESHOWS, RUN WEBINARS, ADVERTISE OR PURCHASE LEAD LISTS?

Tracking leads produced with the help of 3^rd parties, often means the leads come in all manner of formats and channels. Yet the measurement of the effectiveness of every program, understanding if you are getting value for money is critical in evaluating the various merits of each campaign.

At the very least knowing the cost per lead is a vital part in understanding on which channels to spend your marketing budget. You can’t do this if you do not effectively track these leads.

B12Leads is an online lead management tool to capture, distribute and convert leads. Everything you would expect from a CRM tool but with a focus on keeping track of leads and your sales teams. An affordable solution that has everything you need to take control of your sales pipeline.