Managing sales leads is essential to sustaining and growing your business
Sales leads are in effect prospective customers. Consequently, they are invaluable assets to your organization.
Converting leads into customers and long-term relationships requires not just skill but a comprehensive Lead Management effort.
Selligent has the right level of experience and the right tools to be able to implement a successful Lead Management initiative for your business. This section of our site features the components of our proven program.
Qualification and scoring of leads - Qualifying leads is easy with Selligent’s scoring system
Lead qualification helps you to transform your sales leads into prospects for actual sales.
Qualifying leads involves obtaining information that will enable you to figure out if the lead represents a good prospect for a future sale. Traditionally, qualifying leads has been achieved by simply asking prospects a series of pre-scripted questions.
However, as today’s customers are more savvy, lead qualification can sometimes therefore be more complicated. The emerging technique involving scoring answers can help to refine your prospect qualification process and analysis and this, in turn, will help you to prioritize your leads.
One of the Selligent’s key features is its ability to score leads automatically. By sorting and prioritizing leads based on your own customizable business rules, the program will ensure that only the best leads will go directly to your sales department.
How you will benefit:
- Highly customizable rules to generate more accurate lead scores
- Distinguishes those leads that are qualified as sales-ready today
- Validation of data entered onto lead forms (filters out non-authentic leads by scoring them lower)
Quick encoding tools - Selligent can input lead data from all media sources
Your prospects will not always be able to encode their own information into your system for you. Indeed, on many occasions, you will find yourself using other media besides the web. Whether you're at trade shows or even speaking over the phone, you will have to encode prospects into your CRM system yourself.
Fortunately, Selligent allows you to easily create forms or wizards that will enable both rapid and intelligent encoding. Such wizards are intelligent in as much as you can also include qualification questions that can be used to score these leads or any other business rules that you may like to choose to include in the lead generation and information gathering process.
All unqualified prospects are encoded separately into the Selligent database. Therefore, they will not 'pollute' the existing qualified prospect database. As part of the lead qualification process, these unqualified prospects are run through a Data Quality procedure to ascertain whether they already exist in the database. Conversely, with many other systems you are obliged to enter such prospects into the database and deal with the resulting duplicate and error problems.
How you will benefit:
- Simultaneous encoding and scoring of leads
- Lead qualification and de-duplication process
- Streamlined encoding
Reconciliation with a referential tool - Avoid prospect duplication – and ensure that prospect data is kept rich and up to date
As you encode prospect data, the system will verify that each bit of data is not a duplicate of a prospect that is already in your system.
Furthermore, you can cleanse, reconcile and enrich the information by using referential database tools. Consequently, you will have the most accurate, up-to-date information regarding both your customers and prospects.
In addition, you can use analytical tools to build customer profiles, conduct market research or attach further information to your customer file. Through knowing your market better you will be able to sell more effectively!
How you will benefit:
- Generate better leads by profiling and cloning your best customers
- Enhance your internal databases by attaching key demographic information to provide your sales team with the knowledge that they need to be able to sell even more effectively
- Build and download sales and marketing lists for call and mail campaigns
Process of automatic sales force allocation and transfer - A qualified lead is valuable – but only if the follow-up is timely
Once a lead has been entered into the system, the next step in the workflow process is to follow it up. This is a crucial moment in the work stream: if too much time is allowed to pass, the lead will 'cool off' and the chances of closing the sale will be reduced dramatically.
Selligent automatically allocates and transfers qualified prospects to the relevant stakeholders – sales representatives, partners, agents, and call centers. All you need to do is to set the business rule parameters; from there, the system will do the rest. And as a result, your leads will be contacted while they are still 'hot'.
How you will benefit:
- Fast response
- All qualified sales leads are immediately sent to your sales teams while interest is still high
- Fulfillment and other requests for information are taken care of as required