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Lead Management

Lead Management. What do I do with them now? 10-7-09. After The Conference

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Lead Management

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  1. Lead Management What do I do with them now? 10-7-09

  2. After The Conference Within 2 business days after the end of the event, the Sales Administrator will be contacting the point person to determine if there were any problems or concerns at the conference and if it is worth attending the following year so it can be documented on the conference spreadsheet and in VCRM. Within 2 business days after the end of the conference, the point person for the conference should enter all leads into the 2009 Standard Conference Lead Sheet and e-mail it to the Sales Administrator. All information on the lead sheet should be filled out; especially the Lead Owner section which will indicate which ISR, ISSA who will be the point person for following up on the leads. All conference leads will be handled by the ISSAs and ISRs.  ISSAs should ALWAYS talk to the appropriate outside rep before following up with leads from conferences and should always kick ISR leads directly to the ISRs for follow-up. Within 2 business days of receipt of this lead sheet, the Sales Administrator will import all leads into VCRM.com. Regardless if you have a large # of leads or a small # of leads, all of them must be added to the spreadsheet and forwarded to the Sales Administrator. The Sales Administrator will be accountable for all lead entry into VCRM. If a member of the team wants to keep some leads in their pocket for immediate follow-up then they will need to coordinate with Heather to ensure that these are entered into the system correctly. Fred and Paul are also responsible for enforcing all deadlines listed above. If a deadline is missed, the Sales Administrator should alert Fred and Paul immediately. Paul will take action on the initial follow-up. If the issue is not resolved within 1 business day then the issue will be escalated to Fred.

  3. Lead Follow Up Sales Administrator will send conference attendees who stopped by a Vantage booth or listened to the Vantage message our follow up first touch e-mail from VCRM.com within 1 business day of the lead import. The sales administrator will contact all Vantage Team Members associated with the leads via email that the leads have been loaded into VCRM. Fred and Paul Rowe will be cc’d on this email from Heather to all appropriate team members. It is the responsibility of the lead owner to follow up on any and all leads from a conference in 5 business days after the Lead owner has been alerted via email that the leads are in VCRM. All leads must have a minimum of 3 calls logged, 1 personal email logged in addition to the “thank you for stopping by our booth” email that Heather Wilson will send out within 1 business day of . IF IT IS NOT LOGGED AS AN ATCTIVITY IT DIDN’T HAPPEN Heather Wilson will run a lead activity report for that conference. Paul/Fred will personally follow-up with anyone on the team that has failed to record follow-up activity.

  4. Find Conference Leads in VCRM Leads/ Contacts can be found in 2 ways Thru the campaign page in the middle of the page under “Leads/Contacts”

  5. Thru the sales leads/Contacts page under the filter with the campaign name

  6. Campaign Follow Up: Tracking ROI Any Lead/ converted lead/ potential make sure that it is associated with the campaign Its not enough to have the conference name only in the custom information spot You must associate a lead or contact with a campaign thru the campaign section at the bottom of the page

  7. How do I associate a Lead/Contact that is not all ready associated with a campaign Click on the “select campaigns” green button The smaller box will come up: Search for the campaign name: Click on the small box beside the campaign you want: Click on the green select campaign box: It will ask you “are you sure you want to add the records: Click yes- you have now added a Contact/Lead/Opportunity to a campaign

  8. Question: What do I do if this person all ready exists in the system as a contact? Answer: Delete the lead and associate the contact with the campaign fowling the steps in slide 7 Question: What do I do with a lead that I have made all the contacts attempts and it’s not going anywhere? Answer: You need to close out the lead by using the “Lead Result Reason” drop down. This tells us that the lead is closed and won’t be followed up on again.

  9. Question: What do I do if the lead is a good lead and I want to convert it ? Answer: hit the convert lead button and it will walk you thru the steps and create a new account and opportunity

  10. Question: What if the company exists but this is a new person ? Answer: Before you convert the lead copy and paste the correct “account name” in the “company” section in the lead hit save : then convert and follow the directions

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