Capturing Leads From The Web

It is a busy day and you are on the road when your PDA sounds off you have mail

. It is a new lead that was just routed to you by your CRM solution. The lead was a result of the prospect visiting your website and filling out a web form.

So, why did you receive the lead and not any one of the other 99 sales reps? Well, it is because based on the type of solution requested by the prospect and other infographics, your CRM system was intelligent enough to route the lead to you. And here is the best part! Your CRM solution already contacted the lead on your behalf and provided with initial brochures, case studies, benefits, etc. Now, you just have to follow-up with a phone call. And just in case you miss that step well, you wont! Because, your CRM system is intelligent enough to keep bugging you until the call is made!

Next, your CRM solution makes sure that you utilize the best practices established by your organization to ensure that you close the sale. The system also informs sales engineers that they will have to work with you to demonstrate the solution to the prospect. All off these activities are being scheduled and/or taking place at precise intervals.

The above capturing of leads and automation is a must have tool in todays competitive landscape for sales representatives. Companies no longer can rely on static web pages with basic telephone numbers or email address for prospects to call or to send a question. With web forms, leads are captured from the web and routed to the appropriate sales rep based on criteria that you set up. Automated triggers can also send out acknowledgements, follow-up reminders, drip marketing messages, etc. The system also can automatically create a contact record as well as a sales opportunity record. So, now, this opportunity is in the Sales Reps pipeline. This pipeline is visible not only to Sales Rep but also to his supervisor, his regional manager as well as the VP of Sales. All of this happens in seconds form when a prospect clicks on the submit button requesting the information on the corporate web site.

Your marketing folks will be really happy too! Because, your CRM system will automatically associate the sales opportunity to corporate web form as the marketing source. So, on a realtime basis, marketing folks will be able to tell the impact of various web pages and/or web forms.

So, welcome to the world of CRM and capturing leads from the web. It is the only way to improve response times, associate the right rep to the right deal, follow-up in a timely manner and close the deal based on the science behind best practices.

No go close the deal!

by: Sundip R. Doshi

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