Lead Management Software
Lead Management Software – Capture, Distribute and Track leads within your sales teams.
Common Criticisms of Lead Management Programs
Posted on 22. Nov, 2011 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
Converting demand into qualified sales leads, which can be distributed to salespeople, channel partners and resellers most suited to close them, is a basic elements of any lead management program. You spend a great deal of money on marketing, on demand generation but, when leads go to the sales channel, it can be extremely difficult to assess whether you are seeing a reasonable return on your investment.
That’s because in general, you need a close loop system that tracks leads from demand creation through the various sales stages to sale.
When trying to build a successful lead management program the same complaints are heard over and over - that all too often result in lost deals and unhappy sales channels.
The most common criticisms include:
- Cold leads being issued
- Poorly qualified leads issued
- Leads issued to the wrong person or wrong partner
- Poor response times
- Lack of follow up
- No workflow, sales unsure of what is expected
- Poor or non-existent reporting
- No link between demand generation and sale
- Poor or unqualified return on investment
For these reasons sales channels are often left wanting and although marketing report great lead numbers it feels hollow as there is no link to bottom line sales. No one knows what marketing investment and the leads produced deliver as a return.
The simple solution to these problems is lead management automation. An automated system can help you to create, track and document leads, build a sales pipeline, qualify and then select the most appropriate sales person or appropriate partner to receive the lead. The lead can then be tracked through to closure.
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.
