Lead Filtering and Assessment - Leadorganizer & Lead Management Software

Leadorganizer and Lead Management software, we talk different components of lead flow process like Marketing & Sales Operations ,Communications and Analytics, Lead Distribution and Lead Acquisition. To continue with our talk on lead flow process, we talk today about Lead Filtering and Assessment.

Lead Filtering and Assessment
Most lead management systems will have some intelligent methodology for filtering and assessing lead data into useful categorizations. There are a myriad of ways to accomplish this process and some of them may be specific to industries.

The following is a suggested list of possible functions:

• Data verification (i.e., telephone numbers, zip codes, address scrubbing)
• Fraud screening
• Data appending (e.g., appending third-party data such as credit, preferences, purchase history)
• Grading
• Prioritization

We talk on each of the above functions or part of Lead Filtering in our next post.

ref: Lead Filtering, Leadorganizer software, wikipedia

Lead Distribution - Lead Management Architecture

Leadorganizer and Lead Management software , we talk about linear lead flow process in our first post and in second post we talk about Lead Generation and Lead Acquisition and Distribution as lead managment software. To continue our talk about leadorganizer and lead management software with reference to our lead flow, we talk about Marketing & Sales Operations and also Communications and Analytics as important part of leadorganizer and lead management flow.

Today we are going to talk about Lead Distribution as part of leadorganizer and lead management software architecture or lead flow.

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 oftentimes 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 Software, wikipedia

Communications and Analytics - Lead Management Architecture

Leadorganizer and Lead Management software talk, we talk about linear lead flow process in our first post and in second talk we talk about Lead Generation and Lead Acquisition and Distribution as lead managment software. To continue our talk about leadorganizer and lead management software with reference to our lead flow. We talk about Marketing & Sales Operations in last past. Here we talk about Communications and Analytics as important part of leadorganizer and lead management flow.


Communications
Communications is the center piece of the lead management architecture. The communications functions should include the intelligent sourcing of call information for sales professionals to make telephone contact. This is obviously fundamental; however, more subtle, but equally important is the ability to maintain ongoing nurturing communications that cultivate a lead into a future sales. This cultivating architecture typically comes in the form of some type of email campaign architecture.


Analytics
The analytics architecture is probably the most critical piece of an effective lead management system. This portion of the architecture allows for the dynamic review and analysis of lead actions, marketing channels, and sales performance. Information that can assist in the business decisions that improve production and ROI.


ref: leadorganizer and lead management software, wikipidia

Lead Management Architecture

Leadorganizer and Lead Management software talk, we talk about linear lead flow process in our first post and in second talk we talk about Lead Generation and Lead Acquisition and Distribution as lead managment software.

Today we continue our talk about leadorganizer and lead management software with reference to our lead flow. we talk about Marketing & Sales Operations.

Ultimately the customer of any leadorganizer or lead management system or methodology is the marketing and sales operations. It is the connectivity and accountability between those two operational units. It is also the connectivity that enhances the effectiveness of both operations.


The architectural relationship is much akin to the order carousel in a short order diner. This carousel is the communication and accountability between the waiter and the cook. Without this simple coordination orders would be lost, prepared incorrectly, or prepared in random order missing the expectations of the customer.


This analogy is very relevant to the architectural foundation creating efficiency and accountability between marketing and sales activities. If implemented correctly, the lead management system will complete a loop from lead generation, to prioritization, to distribution, to final disposition, and back to re-calibrate lead generation.


For marketing, this portion of the architecture primarily manages the analytics of the lead generation, distribution, and disposition. For sales, the architecture provides the means to receive leads and account for the actions taken on them throughout the sales process.



ref: wikipidia , lead managem software