In marketing firms inbound leads are considered to be a huge asset and with the introduction
of web2lead forms inbound leads are systematically routed to CRM application within no time. One thing you should note is that this system can cause a huge problem to your CRM database quality. If you get hundreds of inbound leads daily and lack the resources to deal with them when they arrive, it can lead to a major problem. Data submitted from web forms is directly transferred to your CRM database and before you think and do anything about it, you have a big data quality problem. It directly affects on the value of inbound leads when the processing is not done before assuming it to be a valid lead.
The best and effective way to process an inbound lead is to call the lead within no time after receiving it. It may sound impractical and useless, but one credible check B2B marketers can do on all inbound leads before routing them to the CRM database into email verification entered by the user. Let us have a look at it in detail.
Explain the rules to cleanse out leads which use @yahoo and other email addresses. In B2B it is a signal of a spammed lead.
Check the email addresses on a real time basis using the service like Emalified which integrates your inbound lead management process.
Send a welcome email and ensure that the email is delivered to the user. After that track the interaction of the user and try to understand the interest level of the user.
Make use of all records with valid email addresses, here you can also them according to the email opens.
After completing this work it can certainly help you to maximize the opportunities form inbound leads burdened with their quality issues. It is the best practice to start working on your inbound leads.