Where should I get leads?
If you are an online lead buyer who’s not sure where you should buy your leads from, you’re in luck. The short answer is that you should be using lead management software. Some lead management software providers have as many as 25 million leads under management and are integrated with 1400 lead providers. Working with such a company will give you the opportunity to benefit from a wealth of expertise that can help you get started with the right lead providers. If you generate your own leads through your website, direct mail campaigns, or cold calling; you can hugely benefit from lead management software. See which marketing campaigns are effective and which are not. Create campaigns in your lead management system to measure how the leads they generate are performing.
How should I distribute leads among my team?
Lead management software makes lead distribution a powerful tool in improving close rates. If you are passing out leads round robin you can benefit hugely from lead management software provider with a robust distribution engine. Being integrated with 1400 lead providers is the first part of what makes the lead distribution engine so powerful. When leads are instantly posted to your lead management system, they are instantly distributed to your sales agents by distribution programs that assign leads according to configurable rules. Monitor the rules and the success of your different distribution programs to fine tune them; so that each agent gets leads according to his expertise. And of course, whenever it’s an issue, everyone is getting leads that they are licensed to handle. A state of the art lead distribution engine puts the right agent in touch with the right lead right away.
What’s the best way to work leads?
Some lead management solutions are designed around best practices that are always being improved by ongoing research and analysis. This means that using the software aligns your sales process with proven methods. Lead management software can be customized to meet your businesses unique needs, but the out of the box solution is developed not just by software engineers, but by industry experts, sales strategists, and business practice consultants. A proven and enforceable sales process is easy to adopt across your entire company. Such solutions make use of configurable tools such as lead prioritization, drip email campaigns, click to call that increase agent productivity and accountability.
How do I know if the leads are being worked?
With lead management software, it is easy to see which of your lead sources and sales agents are underperforming. And with that knowledge, it’s easy to improve your sales process over time, using agent and lead performance data that is displayed in built in reports. Which agents have the best success with which types of leads? Know now, and re-distribute your resources as necessary. Make decisions based on data, keep your company running clean, and keep close rates at their highest.
Bonus Question: What is at stake?
Everything is at stake. Profits are at stake. The growth of your company is at stake. Market share is at stake. If you like buying leads from lead sources that have a poor ROI, and having sales people on staff who are not following your strategic sales process, then you should be comfortable without lead management software. But if you want a crystal clear, real time picture of what works, and what doesn’t, lead management software is the best suite of tools for staying on top of your sales team, your sales process, and marketing spend.
