Lead Management & Tracking 101

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					Lead Management 101
Operational Accountability: The marketing work of a business is now being held to the same standards and quantitative demands of other departments. The role of marketing in business is confronting a multitude of changes. With new developments in consumer behavior, a proliferation of new communication channels such as email, a volatile legal environment, and constantly-evolving technologies, businesses are subject to the increasing pressures that accompany acquire new customers more efficiently, fully capitalizing on sale leads, possessing comprehensive market effectiveness, and optimizing your ROI by making every dollar count. The Leads360 approach to lead management not only automates tedious and time-consuming front-office functions, but also reestablishes your organization as a consumer-centric business wherein sophisticated CRM solutions revolutionize your effectiveness and oversight. Depend on the LeadManager’s exceedingly effective program measurement and analysis to help strengthen your marketing performance. Because LeadManager relies on a single, comprehensive and flexible view of your clientele, you will be able to effectively execute more lucrative marketing tactics, thereby delivering offers at the most profitable moment of interaction and increasing revenues. Customization of Workflow: Leads360 runs on a custom lead form with builtin field types including text, number, money, date/time, phone, email, state, zip code, social, checkbox, dropdown and radio buttons. Custom status and actions provide the framework for consistent enterprise-wide lead processing, disposition and reporting, while built-in field validation ensures data integrity standards are maintained. Closed Loop Lead Tracking: Leads360 serves its clients in implementing closed-loop sales lead management systems, such that a larger percentage of your inquiries and leads become actual deals. From gathering prospective clients in effective marketing databases, to qualifying and subsequently distributing all opportunities, to corresponding with the prospective clients and nurturing the deals, LeadManager is the ideal tool in taking your leads to closed business. Lead Tracking: As competition and demands rise in the generation and management of leads, businesses rely more and more on outside resources to fulfill the responsibilities of efficient lead management. The renewed interest in the timeliness, accuracy and the quality of business reports sheds light on just how helpful a lead management system can be. Imagine being able to afford software that will process all relevant aspects of communication and reports, provide automated responses and reminders, and help your business achieve the ideal management funnel. How much more efficient and successful would your organization be if you had a strong, reliable software system that managed your database and simplified interface?

Marketing Automation: In business and marketing today, staying on top of all your leads can be overwhelming. Imagine how much stronger your business would be if your efforts weren’t diluted across all the myriad tasks of running your enterprise? With Leads360, you can trust that many of your responsibilities will be fulfilled through the simple application of our lead management technology. You will have the efficiency and sophistication of a system that empowers your campaign, manages and reports your leads, and works with you until you have closed the deal. By fostering more dependable ties between the interdependent departments of your business, Leads360 proves that technological efficiency can help convert more leads into money-making clients. Create dynamic email and reminder triggers based on status and action changes. Moreover, LeadManager provides a lead distribution engine for automated lead assignment based on an unlimited number of custom filters. LeadManager provides automated lead returns and credits with select lead originators as well. Lead Scoring and Custom Status Flagging: Depend on Leads360 not only to help your business define hot and cold leads, but also to efficiently allocate your resources and efforts accordingly. In today’s market, captalizing on a b-lead and translating it into an a-lead can make all the difference when it comes to closing deals and expanding your bottom line. The concept of cultivating the lowhanging fruits without losing sight of those not yet ripe puts many businesses off and keeps them from fully optimizing their client base; however, implementing the Leads360 system will noticeably increase your success in taking leads and translating them into deals. Leads360 offers exceedingly customizable software that will help you differentiate between inquiries and actual leads. Research suggests that 70-80% of all inquiries are never pursued by salespeople, perhaps because many salespeople spend their time chasing inquiries rather than qualified leads. Salespeople should not screen and qualify inquiries; they tend to lack the appropriate tools and time. By investing in the Leads360 system, you will effectively optimize your ROI and you can rest assured that your employees will be directed in the appropriate direction of closed deals. Qualifying, Distributing and Nurturing Leads: More than 70% of Leads are never acted upon because they do not reach the appropriate person or organization (Best). The oversight and organization of Leads360 as well as the customizability of its system helps to ensure that every lead is acted upon in a timely and efficient manner. The average business to business organization actually utilizes only 6% of the leads it generates in a year. Leads360 works to yield satisfying results to the time and money your business is spending on lead generation. To maximize the effectiveness of interactive marketing, businesses have to have consistent expectations and results from sales, marketing and management; Leads360 gives rise to that consistency. Lead Consolidation: To achieve optimum organization and efficiency, you can depend on Leads360 to help you consolidate all leads from across your business and reduce redundant databases. Reduce manual intervention and time spent by

employees attempting to handle a lead that hasn't been qualified. No longer is the emphasis placed upon generating as many leads as possible; rather, more and more executives and businesses are striving to have a better proportion of leads generated to leads that closed in a sale. Measurement and Evaluation of Programs and Progress: Leads360 is committed to working with your business through each step of the lead management process. Lead management concludes in closing the loop, ideally in the establishment of a successfully closed deal as well as a strong relationship with a new client. Your business has engaged in a fruitful lead campaign; however, the analysis and reporting thereafter is truly what will determine just how successful your campaign was and how much more successful it could have been. Leads360 helps to identify how a marketing approach can be improved upon and can offer you a detailed planning process that will help your teams have better visibility into how similar campaigns have performed. By calculating the more specific costs and benefits of your unique lead campaign, Leads360 helps to accurately identify the best practices for your business. Efficiency: The LeadManager's highly intuitive setup makes it easy to work with. Built upon insight gathered from brokers, loan officers, and processors, LeadManager requires little user training yet offers a robust set of features for all users. Caught in a complex and competitive working market rife with regulatory and liability risk where change is the sole constant, financial officers, lenders, community banks, and brokers confront a myriad of demands all at once. In these markets, acquiring and supporting clients often requires working with multiple individuals, partners, and even overseers/regulators. As these risks persist, more organizations are beginning to rely on technology to improve customer acquisition, customer service, operating efficiency, decision making, and ultimately risk reduction. Software and technology offer businesses the resources and the knowledge necessary to organize and direct the leads they have acquired. To thrive in the exceedingly competitive realm of finances, businesses require technological solutions to their problems that will be flexible yet secure, affordable yet customized. Leads360 empowers businesses by providing costeffective solutions to operational and organizational challenges. By taking on new technologies that meet constantly-evolving financial needs, you and your business will maintain a competitive edge that will keep your client base growing. LeadManager works with your already-existing financial processes rather than working against them or altering them. A most sophisticated solution to your technological and organizational needs, LeadManager will increase your operational efficiency without drastically increasing your costs in the everexpanding and complex realm of leads and the management thereof.

Customization and Accessibility of Information: In the exceedingly competitive and fast paced market of lead generation and management, organizations thrive on applications that ensure consistent, real-time opportunity information. Leads360’s LeadManager system enables sales and bid staff to instantly access info and details, like the volume of leads being pursued and their status as well as a comprehensive view of the pipeline. “Do I have visibility of the pipeline? How can I predict the number of leads required to meet our quarterly and annual targets? What is the sales productivity of our organization? Which of our products, solutions, geographies, sales persons, business units - is likely to achieve maximum sales in our next lead campaign?” See how much Leads360 can help you respond to those questions and propel you toward a more efficient and lucrative method of handling your leads. Security: Because of heightened concerns about the protection of individuals and their data, organizations are increasingly compelled to adopt a proactive approach to privacy. As progress is made in the realm of information technology, businesses are acquiring an unprecedented ability to get to know their customers. Indeed, technologies such as the internet, wireless communications, and Web services are enabling companies to collect richer, more robust, and often more personal, data on their customers than ever before. Progressive companies are capitalizing on analytical tools to help them obtain data and insight that will enable them to provide more personalized marketing and customer service. Insight-driven marketing and tailored service are the decisive factors that differentiate a certain competitor from another. At a time when products and services are becoming commodities and organizations are under mounting pressure to establish and maintain more lasting, profitable customer relationships, having a dependable lead management system is indispensable. As marketing and CRM become more and more complex processes, forwardthinking businesses are coming up with new performance improvement cycles that utilize recorded agent-customer interactions to promote self-awareness. Investments in CRM applications are surging, and those applications are confronting the ongoing challenge of delivering better customer service and sales results than ever before. After all, whether the economy is having tough times or not, a safe way to damage your bottom line is to fail to invest in the successful pursuit and satisfaction of your clientele. Rather than deal with massive CRM software costs and rigid implementation timetables and protocol, organizations like Leads360 are working to optimize, protect and help you benefit from your CRM investments. The quicker any business can realize a return on a significant technology investment, the better the overall value of the investment. Is Your Lead Tracking Software Fulfilling All Your Needs? Lead tracking technologies are integral to all CRM systems because they are the aspect of the

system that helps you gather customer data from your sales force. The ideal lead tracking software package, however, won't just tell you where the sales are coming from, but will help generate revenue by pointing sales representatives to higher conversion segments of your customer base. Lead management packages vary in features and capabilities, but most businesses require a software package versatile enough to track both in-bound and out-bound sales information while taking into account numerous lead sources. If your current lead tracking software is unable to track lead information from a majority of the following sources, chances are you're going to be left behind by your competition: · Word of mouth leads · Search engine/website leads · Email leads · Pay-per-click leads · Phone leads · Direct mail leads · Trade show leads · Advertising leads · Face-to-face sales leads Competitive businesses in the marketing and lead realm today need to be prepared to excel on multiple sales fronts by knowing their customers. The lead tracking software of Leads360 enables you not only to collect important, customizable demographic data from the customer, but also to make sense of the data. Simply compiling customer data will not necessarily heighten revenue. Rather, your ability to separate and utilize useful customer info is what separates the key players and clients from the rest. Though the efforts of assigning meaning to consumer statistics rests mostly with a business's top associates, having efficient and affordable lead management software will assist any business in filtering and strengthening what would otherwise be incomprehensible pages of data. Leads360's LeadManager also thrives in offering its clients full service on all fronts rather falling in line with the myriad software packages that only do a single thing well. The Leads360 system keeps you from spending excessive money on several specialized programs and enables you to allocate your money toward a program that pleases its customers from all angles. Leads360 combines the quality of focused applications with the versatility of the all-in-one packages are becoming available at prices that even the budgets of smaller companies can handle.

START HERE 6/30/05 Though marketing is a central element of business today, the secret to success in business to business exchange lies in the process of marketing, as opposed to the creativity thereof. Businesses can engage in multiple lead generation campaigns and successful marketing campaigns in diverse media; however, the leverage of a campaign lies in the organization’s ability to convert those inquiries into qualified lead, and into subsequent sales. Therefore, it can be gauged that the business with the strongest management of those inquiries will be the most successful. The Leads360 LeadManager system serves to set up a solid, methodical process to help you and your business pursue those inquiries efficiently, qualify and nurture them, and end them in a closed deal that will fatten your bottom line. The Leads360 system endows your business with the tools to refine your campaign tactics and to improve results for your next marketing campaign.

Several businesses consistently invest in paid ads that ideally carry calls to action, like to a certain website, a phone number, etc. The flaw of a system as such is that the marketers who set those ads up for the businesses rely on the assumption that viewers will actually be proactive and respond to the ads. Businesses are investing far more money in marketing than the revenue they acquire through those ads. The evolution of marketing has shed light on the notion that perhaps businesses and marketers need a third party to field and efficiently process the responses to those advertisements. By optimizing each rung of the lead management ladder, businesses are ensuring a surge in productivity and revenue from lead generation campaigns. By bringing Leads360 to your business, you take on a system that will organize and distribute leads in the most dependable and efficient method possible. LeadManager provides a lead distribution engine for automated lead assignment based on an unlimited number of custom filters and business rules. LeadManager can import from most major lead originators, including LowerMyBills.com, LoanWeb, First Choice and more. LeadManager eliminates the need to gather, print and hand-out leads. In addition, LeadManager provides automated lead returns and credits with select lead originators. LeadManager integrates with loan processing services, including Calyx Point and Encompass, to ensure a smooth transition from lead qualification to funding. Moreover, established as a cost-effective investment, LeadManager enables you to store as many leads as you want in your own secure database, all for one low price. LeadManager subscription-based pricing reduces total cost of ownership. There's no software to buy, no servers to maintain, no network administration, and no cost for upgrades and enhancements. Because the system is completely self-configurable, customization costs are a fraction of conventional software costs. Our state-of-the-art functionality is regularly upgraded and maintained by our internal staff of technology experts.

The strength of the Leads360 management system lies in its ability to be personalized and tailored to the specific needs of your business and medium. Create a custom work flow and a suitable lead form with built-in field types including text, number, money, date/time, phone, email, state, zip code, social, checkbox, dropdowns, and radio buttons. Custom status and actions provide the framework for consistent enterprise-wide lead processing, disposition and reporting, while built-in field validation ensures data integrity standards are maintained.

Clients in all industries search for businesses that will offer them fast, dependable service and delivery. Staying on top of all your inquiries and leads can become impossible at times. Let Leads360 become a vehicle for your organization’s efficiency objectives. Lead traffic can often be detrimental to businesses that have more potential customers in the pipeline than they can realistically serve. To evade those circumstances, more and more businesses are bringing in external lead management systems to help them respond to those leads from the second they surface. The process of closing the marketing loop and attributing a closed sale to a marketing campaign is never a simple task. Leads360 walks you through every step of the process. this line belongs with a paragraph from the first few pages– i can’t add anything to those because jeff is working on them… Lead nurturing is defined as a series of ongoing communications that are established to increase awareness and trust between the business and the client, and to maintain viable communication between them until the prospect is prepared to make a deal.

Lead nurturing is defined as a series of ongoing communications that are established to increase awareness and trust between the business and the client, and to maintain viable communication between them until the prospect is prepared to make a deal.

Why Lead Management Software: To succeed in the ever-increasingly competitive world of finances, businesses must learn to utilize technological solutions that are thorough, flexible, powerful, and efficient. By successfully implementing new technologies, your company will be able to meet your constantly-evolving financial needs, and the financial expectations of the field. With this freedom and organizational power you and your business will achieve a competitive edge that will keep your client base growing and your profitability increasing. Quality lead management software will eliminate the inefficiencies

which plague most sales companies by removing the margin for human error. The most cutting-edge software will increase your company’s ROI, improve visibility, make your salesmen more productive, and make your company more profitable. What to look for in Lead Management Software: While most lead management software will aid in the tracking of potential leads, the most ideal lead tracking software package, however, won’t just tell you where the sales are coming from, but will help generate revenue by being flexible to your company’s specific needs – and not the other way around. Since most lead tracking software have a narrow range features and capabilities, most companies require a multiple software packages versatile enough to fit their unique work flow system. If your current lead tracking software is unable to meet the demands of your company’s workflow, chances are you’re going to be left behind by your competition. Most lead management software come with set, inflexible field types such name, date/time, phone, email, state, zip code, social security number, etc. Unfortunately many companies require unique information not included in the software’s default options. As a company grows it may find itself held back by the confines of its lead management software, rather than enhanced by it. Customization is a crucial factor to consider when deciding on a lead management solution. Customization extends beyond the demographic fields – but includes the pipeline as well. How every company treats a lead is different and quality software should be responsive to this. The ability to create custom status listings is critical for enterprise-wide lead processing that will best benefit your company’s needs. Today’s companies need to efficiently analyze and organize mass amounts of customer data to keep ahead of the competition. Your lead tracking software should not only be able to collect the demographic data you specify, but should also be able to make sense of the data. Simply compiling megabytes of customer data is not going to boost revenue if that information is not easily accessible and manageable. The ability to separate and identify useful customer information is decisive in whether a company sinks or swims. While it is a salesman’s responsibility to give meaning to customer information, quality lead tracking software should reduce this load substantially by make what could otherwise be incomprehensible mounds of data accessible. The problem with most software packages however, is that they are “one-trick ponies”; the software is only able to do one thing well. When searching for lead management software it is often easy to fall victim to this shortfall and invest in many narrowly specialized applications. The key is too look for one piece of software which is versatile enough to meet your company’s every need.

Managing and Customizing Information: In a market as quickly evolving as lead generation and management, the ability of applications to deliver consistent, real-time information becomes critical. Leads360’s LeadManager system delivers this real-time visibility by enabling sales staff to access critical information instantly and dynamically. Information such as the volume of active leads and the lead status should be readily available for any sales team to be well-prepared. Leads360’s LeadManager allows for full visibility of the pipeline so a lead manager can predict the number of leads required to meet quarterly and annual targets and the total sales productivity of the organization. By having essential statistics at your fingertips, analyzing the profitability of products, solutions, geographies, sales persons, or business becomes a simple and efficient task. With the answers a powerful lead management solution will give you, your company will be propelled toward a more efficient and lucrative method of handling leads. Increased Accountability Leads to Increased ROI: Now that lead management is being held to increasing standards and quantitative demands, it is critical that your lead management solution delivers accordingly. As communication channels continue to evolve with advances like email, it becomes increasingly important for companies to acquire new clients more efficiently at a high return to the investment. Full capitalization of sale leads requires comprehensive market effectiveness to make every cent count. Leads360 approaches lead management by not only automating tedious and timeconsuming front-office functions, but also by reestablishing your business as a consumer-centric organization with sophisticated CRM. With this reassurance, you can depend on the LeadManager’s effective program measurement and analysis to help strengthen your business’s performance in the market. Due to the LeadManager’s single, flexible, and comprehensive view of your clientele, you will be able to plan and execute more efficient marketing techniques. This efficiency will result in the most profitable moments of interaction and increasing revenues. The Importance of Efficiency and Efficient Solutions: Efficiency is perhaps the number one factor which separates good companies from great companies. When deciding on a lead management tracking program you should always check for an intuitive setup that is conducive to efficient decision making. Time is money and the faster and more precisely a project can be completed the more profitable it will be. Built upon insights gathered from brokers, loan officers, and processors, LeadManager is largely intuitive with very little user training required, yet it still offers a robust and full set of features. The ability to work with multiple individuals, partners, and even overseers/regulators efficiently is absolutely

necessary for a successful venture. Due all these critical channels of communication, more and more organizations are beginning to rely on technology to improve the efficiency of their customer acquisition, customer service, operating efficiency, and decision making. The right lead management software can offer businesses the resources and knowledge necessary to organize successfully and to direct confidently. A sophisticated solution like LeadManager will increase your operational efficiency without drastically increasing resulting in higher yields and larger profits. The Importance of Security in a Lead Management Solution: In this age of digital information the protection of individuals and their data is becoming even more important to the modern company. Many organizations are responding to this demand by adopting a proactive approach to privacy. As the field of digital information technology continues to expand, businesses will acquiring an unprecedented ability to get to know their customers. Advances such as the internet, wireless communications, and Web services are and will continue to empower companies with the ability collect richer, more dynamic, and often more personal, data on their customers. Companies at the front of their industries are capitalizing on tools to help them obtain and analyze the data. This will enable those companies to deliver more personalized services resulting in large profits and more returning customers. By having your personalized data directing your marketing strategies and tailoring your techniques you can gain that edge on your competitors. As demands to establish more lasting and profitable customer relationship mount, having a reliable lead management solution is invaluable. Proper Lead Nurturing, Distribution, and Organization: Most organization are so wrought with inefficiencies and miscommunications that more than seventy percent of Leads are never acted upon. This lost business is largely because the leads do not reach the appropriate person or at the appropriate time. It is essential to find a program that offers full visibility of the lead tracking process, as well as one that is flexible enough to fit your pipeline. With a program like LeadManager there is constant, real-time oversight and organization in addition to an unmatched customizability that helps to ensure that every lead is acted upon in a timely and productive manner. While the average business to business organization only utilizes six percent of its leads in a year, there are simple steps that can be taken to improve this yield. Using Leads360 will improve efficiency and help the lead nurturing process resulting in your business spending less money and time on lead generation. The Advantage of Automation in Lead Management: In today’s fast-paced marketplace, keeping your leads organized can be dauntingly overwhelming. The multitude of tasks required in the running of an enterprise can often detract from more pressing matters, which can result in lost business and lost profits. What a piece of software like Leads360 does is automates the routine tasks to save you time, money, and costly mistakes. You can depend on the software to complete many of your responsibilities quickly, correctly, and efficiently. This

sophistication will empower your company to manage leads and closes deals more often with a higher ROI. This increased automation will foster faster and more profitable ties between the interdependent departments of your business, allowing you to convert more leads into money-making clients. The ability to create dynamic emails and reminder triggers based on status and action changes will eliminate human errors and give salesman more time to tend to valuable lead generation and follow-up. Moreover, Leads360 includes a powerful engine for automated lead assignment based on an unlimited number of custom filters resulting in a smoother chain-over command within your company. Using Custom Status Flagging To Improve Workflow: Any successful company knows there are more than just “hot” and “cold” leads. Depending on a company’s specific needs there may be many intricacies to how a lead moves through the pipeline. In the sales market today, moving leads along efficiently and closing deals quickly is absolutely crucial to increasing profit margins. A company must keep in sight where their leads are and which are ready to be moved to the next step of the pipeline. By implementing the Leads360 solution, transitioning leads from step to step will become markedly easier and more efficient. Leads360 offers exceedingly customizable software that will help you differentiate between inquiries and actual leads. Research suggests that 70-80% of all inquiries are never pursued by salespeople, perhaps because many salespeople spend their time chasing inquiries rather than qualified leads. Salespeople should not screen and qualify inquiries; they tend to lack the appropriate tools and time. By investing in the Leads360 system, you will effectively optimize your ROI and you can rest assured that your employees will be directed in the appropriate direction of closed deals.


				
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Description: Comprehensive guide to lead management best practices compiled by the industry leading software provider Leads360. Covers lead tracking, routing, qualification, nurturing, call queues, lead prioritization, and performance analytics.
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