Sales Force Automation Systems (SFA), typically a part of a company’s customer relationship management system, is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that might be required. This ensures that sales efforts won’t be duplicated eliminating the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of a SFA system can include sales forecasting, order management and product knowledge. More developed SFA systems have features where customers can actually model the product to meet their required needs through online product building systems. This is becoming more and more popular in the automobile industry, where patrons can customize various features such as color and interior features such as leather vs. upholstered seats.
We continue our talk on Sales Force Automation as part of CRM Software Function in next post.
ref: Sales Force Automation, CRM Software, wikipedia
Showing posts with label Lead Management. Show all posts
Showing posts with label Lead Management. Show all posts
Thursday, December 6, 2007
Monday, December 3, 2007
Leadorganizer - CRM Software Functions - 4
CRM Software Functions and CRM Software Features we are talking here and as part of it’s features we talk about Lead Capture, Lead Distribution and Lead Management.
In our today’s talk we are going to talk about leadorganizer as features of CRM software functions. CRM Software consist of different features we talked before, leadorganizer is very important and crucial part of it.
Leadorganizer is consisting of CRM, SFA and Lead Distribution. CRM part of leadorganizer is focused on contact management, document management, time management, agency work-flow automation and communication tools.
With reference to CRM Functions, SFA is part of leadorganizer. Sfa includes lead management, communication tools, scheduling, performance tracking and marketing tools. Leadorganizer sfa also integrated with an enhanced instant term life quoting tool, paramed order and auto fill applications.
Lead Distribution is also important part of leadorganizer. Leadorganizer automatically route or distribute leads to the right agent in team based on a set of configurable assignment rules. This helps the sales team to get qualified leads and reduce manual assignment.
We can say that as part of crm software, Leadorganizer is having nice combination of crm, sfa and lead distribution features in it.
In our today’s talk we are going to talk about leadorganizer as features of CRM software functions. CRM Software consist of different features we talked before, leadorganizer is very important and crucial part of it.
Leadorganizer is consisting of CRM, SFA and Lead Distribution. CRM part of leadorganizer is focused on contact management, document management, time management, agency work-flow automation and communication tools.
With reference to CRM Functions, SFA is part of leadorganizer. Sfa includes lead management, communication tools, scheduling, performance tracking and marketing tools. Leadorganizer sfa also integrated with an enhanced instant term life quoting tool, paramed order and auto fill applications.
Lead Distribution is also important part of leadorganizer. Leadorganizer automatically route or distribute leads to the right agent in team based on a set of configurable assignment rules. This helps the sales team to get qualified leads and reduce manual assignment.
We can say that as part of crm software, Leadorganizer is having nice combination of crm, sfa and lead distribution features in it.
Friday, November 30, 2007
Lead Management - CRM Software Fuctions-3
CRM Software Functions and CRM Software Features we are talking here. Till now we talk about Lead Capture and Lead Distribution as features of CRM Software.
We are going to talk about Lead Management as part of customer relationship management software features.
Lead Management is a term used to describe the methodologies and systems to manage customer prospects and inquiries, generally generated by a variety of marketing techniques. Lead management can be considered the connectivity between advertising and customer relationship management. This critical connectivity facilitates the acquisition of customers, and has also been referred to accurately as customer acquisition management.
Lead management creates an orderly architecture for managing large volumes of customer inquiries, or leads. The architecture must be able to organize numerous leads, at various stages of a sales process, across a distributed sales force.
The lead flow process can become enormously complex as customers and sales professionals begin to interact. These various interactions and subsequent actions can create a variety of scenarios, both productive and counter-productive. This exponential number of scenarios can provide for numerous opportunities to mishandle leads in such a way as to reduce their value. Managing these scenarios is the function of lead management.
ref: lead management software, wikipedia
We are going to talk about Lead Management as part of customer relationship management software features.
Lead Management is a term used to describe the methodologies and systems to manage customer prospects and inquiries, generally generated by a variety of marketing techniques. Lead management can be considered the connectivity between advertising and customer relationship management. This critical connectivity facilitates the acquisition of customers, and has also been referred to accurately as customer acquisition management.
Lead management creates an orderly architecture for managing large volumes of customer inquiries, or leads. The architecture must be able to organize numerous leads, at various stages of a sales process, across a distributed sales force.
The lead flow process can become enormously complex as customers and sales professionals begin to interact. These various interactions and subsequent actions can create a variety of scenarios, both productive and counter-productive. This exponential number of scenarios can provide for numerous opportunities to mishandle leads in such a way as to reduce their value. Managing these scenarios is the function of lead management.
ref: lead management software, wikipedia
Saturday, November 24, 2007
Lead Distribution - CRM Software Functions-2
We talk about CRM Software Functions and CRM Software Features , in last talk Lead Capture - CRM Software Functions-1 we talk about Lead Capture as Features of CRM Software In this post we are going to talk about Lead Distribution as features of CRM Software.
Lead Distribution
As larger vendors work with partner organizations such as distributors (see distribution (business)), resellers, brokers and other channel partners, those vendors often distribute leads to their respective partners to provide a local contact to those prospects and also 'feed' partners with new business opportunities. Today there are two major methods for distributing sales leads to partners: Push or Pull.
PUSH The push method sends leads to specific partners assuming that those partners will follow up and work on those leads. The challenge with 'push' is the fact that often the local sales people may not be able to react immediately for various reasons: not available, busy, on vacation... Many large vendors report disappointment when asked about their lead follow-up rate through partners after the leads where pushed out to those partners.
Pull The pull method was invented and patented by a German Engineer, Axel Schultze, who was frustrated with the lead follow up results of the push method and decided to let the available and motivated sales people 'pull' leads from an online available system. Patent was granted by the US Patent Office in May 2006. http://patft.uspto.gov/netacgi/nph-Parser?Sect1=PTO2&Sect2=HITOFF&p=1&u=%2Fnetahtml%2FPTO%2Fsearch-adv.htm&r=1&f=G&l=50&d=PALL&S1=09514997&OS=09514997&RS=09514997 The pull method became widely accepted in the high tech industry where thousands of resellers from companies including Avaya, Nortel, Juniper and others distributed leads that way. The PULL Method became superior over the PUSH method, and lead closure rates grew on average by 300% as white papers from BlueRoads indicate.
Lead Distribution
As larger vendors work with partner organizations such as distributors (see distribution (business)), resellers, brokers and other channel partners, those vendors often distribute leads to their respective partners to provide a local contact to those prospects and also 'feed' partners with new business opportunities. Today there are two major methods for distributing sales leads to partners: Push or Pull.
PUSH The push method sends leads to specific partners assuming that those partners will follow up and work on those leads. The challenge with 'push' is the fact that often the local sales people may not be able to react immediately for various reasons: not available, busy, on vacation... Many large vendors report disappointment when asked about their lead follow-up rate through partners after the leads where pushed out to those partners.
Pull The pull method was invented and patented by a German Engineer, Axel Schultze, who was frustrated with the lead follow up results of the push method and decided to let the available and motivated sales people 'pull' leads from an online available system. Patent was granted by the US Patent Office in May 2006. http://patft.uspto.gov/netacgi/nph-Parser?Sect1=PTO2&Sect2=HITOFF&p=1&u=%2Fnetahtml%2FPTO%2Fsearch-adv.htm&r=1&f=G&l=50&d=PALL&S1=09514997&OS=09514997&RS=09514997 The pull method became widely accepted in the high tech industry where thousands of resellers from companies including Avaya, Nortel, Juniper and others distributed leads that way. The PULL Method became superior over the PUSH method, and lead closure rates grew on average by 300% as white papers from BlueRoads indicate.
ref: lead distribution crm softare, wikipedia
Thursday, November 22, 2007
Lead Capture - CRM Software Functions-1
We talk about CRM Software Functions and CRM Software Features in our previous post. In this post we are going to talk about Lead Capture as Features of CRM Software.
Lead Capturing is attracting the highest quality of targeted prospect for once business. The business can be any related with internet, direct marketing.
Lead Capturing is possible with a lead capture page. A lead capture page has input field or we can say lead capturing capacity which capture basic information like name, address, email, phone, etc. along with unique or general questions designed to qualify leads for each response profile. The form should be tied directly to an auto responder. An auto responder is basically a set of prewritten messages that goes out to anyone that fills out the form on your lead capture page. Your emails should be designed to market a product, service or anything else you desire. A good lead capture page and a good set of follow up emails are the essence to any internet marketing business.
Benefits of Lead Capture page or web base Lead Capture:-
Lead Capturing is attracting the highest quality of targeted prospect for once business. The business can be any related with internet, direct marketing.
Lead Capturing is possible with a lead capture page. A lead capture page has input field or we can say lead capturing capacity which capture basic information like name, address, email, phone, etc. along with unique or general questions designed to qualify leads for each response profile. The form should be tied directly to an auto responder. An auto responder is basically a set of prewritten messages that goes out to anyone that fills out the form on your lead capture page. Your emails should be designed to market a product, service or anything else you desire. A good lead capture page and a good set of follow up emails are the essence to any internet marketing business.
Benefits of Lead Capture page or web base Lead Capture:-
- Track and manage leads from anywhere at anytime
- Easy integration with current electronic and traditional marketing initiatives
- Set rules for lead weighting and lead distribution
- Manage qualification questions and answers using a simple to use interface
Tuesday, October 30, 2007
CRM Software Functions-1
CRM can provide companies of all types and sizes with significant benefits, but only if sales team adopt it. We are talking about 3 modules. Marketing, Sales and Service. In Marketing, we are talking today Marketing Automation Module features:
Marketing Automation Module including following major features.
• Contact customers with targeted promotions and email communications
• Run sales campaigns
• Run campaigns in conjunction with the sales team
• Send e-mail and track responses
• Sales force automation
we talk each of the above one by one.
Marketing Automation Module including following major features.
• Contact customers with targeted promotions and email communications
• Run sales campaigns
• Run campaigns in conjunction with the sales team
• Send e-mail and track responses
• Sales force automation
we talk each of the above one by one.
Wednesday, October 10, 2007
CRM Software Functions
Last time we talked about what is CRM and Why CRM? We left off with 3 different modules in any CRM Software. Today we will continue and talk about these 3 modules and functions of these modules.
1.Marketing
2.Sales
3.Service
Depending on your business process automation needs, you may want a higher focus on one or the other module. These modules can be integrated with one other. Marketing, Sales and Service Modules share the same database about customers, contacts and activities. This allows easy consolidated access to all customer information, and avoids the need to store common data in more than one system.
1) Marketing:-
Make your marketing team more effective by providing CRM. Best CRM should include tools to help identify, execute and replicate effective marketing initiatives across multiple sales channels.
The Marketing Module helps your marketing team to assign, schedule and track marketing campaign activities and measure campaign performance. The combined sales, marketing and customer service tools allow your business to work with one up-to-date set of customer data, therefore appearing professional, organized and informed when speaking to your customers.
Marketing Automation Module features:
• Contact customers with targeted promotions and email communications
• Run sales campaigns
• Run campaigns in conjunction with the sales team
• Send e-mail and track responses
• Sales force automation
CRM gives marketing team access to your customer data quickly, easily and in a way that makes it easier to market the right products to the right customers.
Talk on Sales and Service modules of CRM Software Functions will be available in next notes with title CRM Functions
1.Marketing
2.Sales
3.Service
Depending on your business process automation needs, you may want a higher focus on one or the other module. These modules can be integrated with one other. Marketing, Sales and Service Modules share the same database about customers, contacts and activities. This allows easy consolidated access to all customer information, and avoids the need to store common data in more than one system.
1) Marketing:-
Make your marketing team more effective by providing CRM. Best CRM should include tools to help identify, execute and replicate effective marketing initiatives across multiple sales channels.
The Marketing Module helps your marketing team to assign, schedule and track marketing campaign activities and measure campaign performance. The combined sales, marketing and customer service tools allow your business to work with one up-to-date set of customer data, therefore appearing professional, organized and informed when speaking to your customers.
Marketing Automation Module features:
• Contact customers with targeted promotions and email communications
• Run sales campaigns
• Run campaigns in conjunction with the sales team
• Send e-mail and track responses
• Sales force automation
CRM gives marketing team access to your customer data quickly, easily and in a way that makes it easier to market the right products to the right customers.
Talk on Sales and Service modules of CRM Software Functions will be available in next notes with title CRM Functions
Subscribe to:
Posts (Atom)
