Strategic Marketing Systems, Sales Lead Management

What is Sales Lead Management?

Sales Lead Management (SLM) is simply the process of turning an inquiry into a sale. Did you receive a request for information from a trade show or advertising? Do you have an Internet web site where prospects fill out a form to request more info?
SLM turns a prospect into a client.

Every company has a process to deal with these situations? How effective is your process? We have seen statistics that say that only one out of four sales leads is ever followed up by a sales person. Someone is waving his or her hand and saying, 'I want to buy! Pick me! Pick me!'. Shouldn't there be a way to make absolutely sure they don't fall through the cracks?

Strategic Marketing Systems has been working with companies to help them quickly implement a sales lead management system. We call it The Strategic Next Step. This newsletter summarizes our experience and gives you some of the tips and tricks needed to create an efficient and effective automated SLM process. Here are just some of the topics we will be covering:

Step One: What Are You Doing Right? - This section deals with evaluating your current process. Where are the leads coming from and how do you convert them to sales?

Approaching the Prospect - Not Every Prospect is the Same. They may be current or past customers. They may be just 'kicking the tires' or they may need to be nurtured, over a period of time, to recognize the benefits of your company. Design a system to sell to all contingencies.

How Are We Doing? What sense does it make to invest in an automated sales lead system and not know how profit-able it is? Automating the management reporting process is as important as automating the sales process. How many leads have we received from our web site? How many are converted to sales? How many were not contacted promptly?

Mapping the Future - Plotting your sales leads, prospects, and customers on a graphic map can give you the big picture of where your leads are coming from. By circling a geographic area in Missouri, for instance, all the sales calls and sales leads, to that area, are available.

Much More - Don't forget literature fulfillment, sales qualification, telemarketing, and timely quotation preparation. How many sales have you lost because a quotation didn't get there on time? A prompt initial contact is not the only consideration of Sales Lead Management. We cover it all.

Strategic Marketing Systems is happy to bring you this free newsletter. Your next installment will arrive soon. Please feel free to contact us with any question you have about Sales Lead Management. Remember: Never (ever) lose a hot sales lead again!


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