Issues
So what are the causes of missed sales goals and inaccurate forecasts? Here are a few:

• Ineffective follow up on opportunities and leads sitting idle and getting stale
• Leads don't get routed properly
• Sales people spend too much time on non-revenue generating activities
• Marketing campaigns are ineffective
• Difficult to cross-sell or up-sell due to lack of customer information

You need a way to set up and enforce a standard sales processes. Your salespeople should be automatically prompted with next steps and activities to be completed so you can better manage the sales process.

During marketing campaigns, you need a way to automatically route leads to the correct sales rep based on criteria (e.g. territory, industry, product line) and have them alerted upon receipt of a new lead so that follow up is improved.

You need a way for salespeople to manage all account information and activites such as tasks, email, phone conversations, meetings and appointments through one simple application and interface. Salespeople also need access to templates for follow-up letters and correspondence so they can be more productive.

When planning a campaign, marketing should have access to customer demographic information including prior purchases, time, geography, etc and the results of previous campaigns so that campaigns can be targeted based on current market and customer demographics and prior successes.

Salespeople should be able to set up reminders and be prompted to follow up with customers at certain intervals after they buy so they can improve cross-selling and up-selling to existing customers.

Solution
Global Image Lead and Opportunity Management solutions, such as:

• Lead, activity and quote tracking 
• Standardized sales process support (ensures that the correct process is being followed)
• Automated lead routing (the right rep gets the right lead, right away.)
• Automated lead follow up (generates follow up letters, activity reminders, etc)
• Product and service marketing materials available (provides quick, easy location of materials for sales support)
• Competitor information (quick access to competitive “kill sheets”)

Using lead and opportunity tracking, our clients increase sales to new and existing customers and see better returns on marketing campaigns.
 
Contact us today and let us show you how we can help you attract and retain more customers.