Lead Management Best Practices Blog

How to Properly Distribute Leads to Increase Sales

Judy Baldwin — Fri, 16 Jul 2010 14:25:44 +0000

Eight Steps to Proper Lead Distribution Are you sending every lead to your sales team, dealers or distributors? That means the sales team is weeding through a stack of leads that could cause them to complain, “All of the leads that Marketing sends us are junk.” The result? Sales will ignore many of your leads. No wonder [...]

7 Steps to Engage Sales with a Lead Management System

Judy Baldwin — Mon, 14 Jun 2010 19:46:23 +0000

Companies won't reap the benefits of a lead management system unless their sales people, dealers and distributors actually use the system. When the system is rolled out to sales team, executives should consider the human factor to make the system’s adoption and use these seven keys to success.

SmartLead by AdTrack Welcomes KraftMaid as Client

Judy Baldwin — Thu, 06 May 2010 21:04:53 +0000

Cedar Rapids, Iowa (May 6, 2010) – SmartLead by AdTrack, a full-service lead management consulting firm, announced that Masco Retail Cabinet Group (MRCG), manufacturer of KraftMaid Cabinetry, has chosen the company to use its web-based systems and processes to manage KraftMaid’s sales leads and execute its lead management programs. “We have investigated the capabilities and experience [...]

Ditch the Dirty Data to Improve Sales, Calculate ROI

Judy Baldwin — Tue, 13 Apr 2010 15:42:15 +0000

Good prospecting, selling and effective lead nurturing require clean data. Clean data increases sales. A “junk” lead will not turn into a customer. Dirty data also decreases the marketing department’s ability to measure aggregate lead data to accurately analyze for ROI. Your sales team, dealers or distributors won’t trust the leads sent to them if [...]

How to Get Sales to Work Their Leads

Judy Baldwin — Wed, 10 Mar 2010 17:10:24 +0000

Five Keys Marketers Need for Sales to Work Their Leads Perhaps one of the most frustrating things for a marketer is trying to get sales reps to follow up on leads that Marketing generated. In many ways, it’s like giving a gift to someone that they never open. It’s not that the marketer didn’t work with sales [...]

Motivate Sales with Qualified Leads

Judy Baldwin — Thu, 04 Mar 2010 20:19:58 +0000

Qualifying Leads Before Passing to Sales Could Double “Good” Leads When unqualified leads are distributed to the sales team sales people lose the motivation to pursue every lead. They lament, “Marketing sends us junk leads.” A case study released by SmartLead reports that an international mobile computing company doubled the percentage of qualified leads sent to their [...]

Aberdeen Study: Higher Revenue, Better Lead Conversions and ROI with Lead Management

Judy Baldwin — Mon, 01 Mar 2010 17:21:18 +0000

Aberdeen Group Lead Management Report Says… Best-in-Class Companies Achieve Higher Revenue, Better Sales Conversion and ROI In the Aberdeen Group’s January 2010 lead management research report, sponsored by SmartLead, analyst Ian Michels, author of the report, says that among companies surveyed, “63% of organizations that indicated they achieved the highest performance in annual revenue growth, customer click [...]

What makes a sales-ready lead?

Judy Baldwin — Thu, 25 Feb 2010 21:12:46 +0000

A sales ready lead is an inquiry that has been qualified and ranked by criteria that both the Sales and Marketing department agree on. A sales ready lead is qualified and ranked by its likelihood to buy before the lead is distributed to the sales team. According to Ann Holland, President of MarketingSherpa, “Typically, only 10-15% of [...]

Integrate a Lead Management System with an SFA System

Judy Baldwin — Mon, 22 Feb 2010 21:09:44 +0000

Why integrate a lead management system with a sales force automation system? Marketers need a total 360-degree view of leads. They need to know what happens to them from the time they are captured, qualified, ranked and distributed, through the time they are out in the field being worked by sales, and after the leads are [...]

Nurturing: A Cost-Effective Way to Increase Sales

Judy Baldwin — Wed, 17 Feb 2010 20:57:47 +0000

Nurturing your leads and inquiries until they become hot leads may be the most important component of your lead management program. Nurturing cuts costs and shrinks sales cycles. It can increase conversions of prospects into sales more than 30%. At SmartLead we’ve had some clients convert as much as 54% more leads through nurturing. What is [...]