Coupling Predictive Demand Planning with CRM for Improved Visibility
National Geographic: A wealth of experiences
Optimizing Digital Data Collection for CRM
Big Data Accelerates the CRM Race
The CIO's Role in Fixing a Broken CRM
Rob Urbanowicz, CRM Practice Area Director, Socius
Using Social Data to Power Real-Time CRM Optimization
Matt Kautz, VP, Head of Business Intelligence, Analytics and Research, Machinima
How to build a CRM team
Mike Berry, Senior Director of CRM Technology, Shutterfly Inc.
Solving the CRM Conundrum
Ann McGlinchey, VP of E-Commerce, Digital Marketing, CRM, Positive Promotions
Guidelines For Optimal Lead Generation and Closure
Conventionally, the leads obtained from the third-parties are ineffective to target the customer, and end-up go waste. Sifting through such low-quality leads is time-consuming, and at times high-quality leads do not get enough time and attention to pan out. Enterprises must take control of their lead generation by determining their end goals. They need to track, nurture, and evaluate leads to determine the ones which can provide optimized ROI.
Outsourcing of Initial Leads
Time is precious and must be utilized optimally for higher productivity. Therefore it is advisory to outsource the initial phase of lead conversion, to act as a filter for low leads. Brands can directly focus and invest time on the filtered leads which have higher chances to pan out.
In the age of digitalization, technology is an asset to utilize. There exist CRM and email automation tools that can leverage filtering and nurturing the raw leads allowing businesses to heed on initial contacts and qualification. Such tools have the efficiency of injecting agility and offload monotonous and tedious tasks from the lead conversion process.
To streamline and nimble lead workflow; allocating time blocks for each task and recurring ones is a significant step. Scheduling everything makes it easier to gain control and achieve the end-goal in the determined time. For this, businesses can allocate time slots to their clients, providing them with a personalized response. Analyzing the preferred mode of communication for prospectus saves efforts and also if they do not fall in the qualification bracket, the lead must be turned down for heeding on other potential ones.
Assessing the lead generation strategy and its outcome is crucial at regular intervals for improvement and changes. Overview, comparison, and elimination are three tools to enhance the working of existing lead generation model and optimize the ROI entailed. Lead sources that are not working or able to deliver the required must be eliminated, further to which a new source can be chosen that can supply quality leads.