The lead management process, while critical for efficient operations and strong ROI, is often fraught with conflict and opportunities
for miscommunication. It typical begins when marketing generates a lead and must decide
whether to pass the lead to the sales team or hold onto it for nurturing. The rules for when
to pass a lead are often ambiguous. As a result, the sales team frequently receives leads that are unqualified, which they then discard
or ignore while pursuing better opportunities. In response, marketing claims that sales isn't following up with leads in a timely manner
and lets good leads slip through the cracks.
Nurture My Leads provides a strong lead management process that ensures no leads slip through the cracks. Our process includes:
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Lead Tracking |
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Lead Scoring |
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Lead Qualification |
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Lead Distribution |
Lead Tracking
Communication between the sales and marketing departments is often poor, which results in sales having little visibility into the
marketing activity history on an account while marketing loses sight of what happens to lead after it is thrown over the wall.
Nurture My Leads understands the frustrations that are caused by poor communication and has developed the Contact Marketing
History Report in response. The report, which is available on the Contact Reporting Dashboard, displays details of each marketing
message that has been deployed to a prospect as well as their responses, providing the sales team with a comprehensive view of the
prospect relationship to date. Once the sales team takes control of the lead, marketing can track the progression of the sales cycle
by viewing additional contact reports.
Lead Scoring
Nurture My Leads offers a robust lead scoring application that dynamically scores leads
based on demographic criteria and their responses to survey questions, web forms, and other marketing materials.Because the sales
process for each company is unique, NML allows you to determine how many lead score points to assign to each type of response on a
campaign by campaign basis, giving you complete control over the scoring process.
Lead Qualification
The process of determining if a lead is ready to distribute to the sales team can be time consuming. Nurture My Leads has automated
the lead qualification process, which gives the sales team more control over the quality of leads that are passed and reduces the
burden on marketing. The lead qualification criteria can be based on a combination of prospect demographics, marketing response history,
and lead score. Automated lead qualification reduces the amount of time that is wasted by sales executives on poor opportunities and
results in a higher lead conversion rate and ROI.
Lead Distribution
Nurture My Leads has an intelligent lead distribution and notification system that saves
time and prevents leads from falling through the cracks. You can configure NML to automatically distribute leads or notify users
that a lead is ready for manual distribution. Automated leads distributed can based on a variety of options, including round robin
distribution or dedicated distribution to the most qualified sales person based on business rules you define. The rules to assigning
leads can be based on prospect activity, lead score, demographics such as geography or industry, or a combination of factors.
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