http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/ Professional Marketing Management for Small & Medium Businesses Tue, 06 Jan 2009 14:12:34 +0000 http://wordpress.org/?v=2.0.6 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-22824 Wed, 26 Mar 2008 07:12:23 +0000 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-22824 Here's my short summary : 1. Create a universal lead definition 2. Leverage your CRM to manage your process 3. Track the source of each lead 4. Distribute leads rapidly 5. Use lead nurturing 6. Pump up your sales team to follow-up on each lead promptly 7. Refine each lead with additional info to help the sales team sell 8. Treat leads like customers 9. What gets measured gets done. Measure what is important. 10. Close-the-loop with your sales team regularly Here’s my short summary :
1. Create a universal lead definition
2. Leverage your CRM to manage your process
3. Track the source of each lead
4. Distribute leads rapidly
5. Use lead nurturing
6. Pump up your sales team to follow-up on each lead promptly
7. Refine each lead with additional info to help the sales team sell
8. Treat leads like customers
9. What gets measured gets done. Measure what is important.
10. Close-the-loop with your sales team regularly

]]> http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-2248 Mon, 11 Jun 2007 05:01:39 +0000 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-2248 [...] Follow Up! Manage Your Sales Leads [...] […] Follow Up! Manage Your Sales Leads […]

]]> http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-1438 Fri, 18 May 2007 02:03:37 +0000 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-1438 Following up when you are overwhelmed with contacts can feel a bit like you are trying to drink from the proverbial firehose... but it can also help to think that with ALL of those leads, you have already got some insurance of your future success! If the task is divided and attacked by a diligent and skilled group (sometimes, sure, a group of even one or two), the dividends will rapidly become apparent. Jerry www.leads4insurance.com Following up when you are overwhelmed with contacts can feel a bit like you are trying to drink from the proverbial firehose… but it can also help to think that with ALL of those leads, you have already got some insurance of your future success! If the task is divided and attacked by a diligent and skilled group (sometimes, sure, a group of even one or two), the dividends will rapidly become apparent.
Jerry
www.leads4insurance.com

]]> http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-449 Wed, 11 Apr 2007 03:48:40 +0000 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-449 [...] Follow Up! Manage Your Sales Leads [...] […] Follow Up! Manage Your Sales Leads […]

]]> http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-298 Thu, 29 Mar 2007 11:34:31 +0000 http://www.leadoptimize.com/blog/2007/03/26/follow-up-manage-your-sales-leads/#comment-298 [...] Lead Optimize does a nice job talking about the importance of follow-up in managing your leads. The one thing I would disagree with a bit is the notion that email is an effective method of lead management. In fact, I use an email analogy to highlight Kaleidico’s unique performance-based pull methodology. I you visualize your email Inbox right now it probably looks like mine and everyone else’s–hundreds of emails, some opened and responded to or actioned in some way, but numerous are still bolded, unopened, unactioned and will probably remain that way until deleted. This is the danger of using email to distribute and management leads. In fact, this is also the danger of using a tradition CRM that gives you the same style interface to manage your leads. Are you willing to take that risk with your increasingly valuable marketing investment? It seems like a poor trade-off when most of these systems range anywhere from $50-$100/user/mo. That price point means that one additional closing in most verticals, especially the mortgage industry, can pay for 50-100 users. [...] […] Lead Optimize does a nice job talking about the importance of follow-up in managing your leads. The one thing I would disagree with a bit is the notion that email is an effective method of lead management. In fact, I use an email analogy to highlight Kaleidico’s unique performance-based pull methodology. I you visualize your email Inbox right now it probably looks like mine and everyone else’s–hundreds of emails, some opened and responded to or actioned in some way, but numerous are still bolded, unopened, unactioned and will probably remain that way until deleted. This is the danger of using email to distribute and management leads. In fact, this is also the danger of using a tradition CRM that gives you the same style interface to manage your leads. Are you willing to take that risk with your increasingly valuable marketing investment? It seems like a poor trade-off when most of these systems range anywhere from $50-$100/user/mo. That price point means that one additional closing in most verticals, especially the mortgage industry, can pay for 50-100 users. […]

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