If You Just Want to Know What Works
When your want to figure out the best way to close the most leads, it is important to keep track of what works. But if you haven’t done so, don’t despair. That type of knowledge is available. There are lead management solutions that have been built on best practices to help automate as much of the repetitive work as possible. When work is being automated, it’s important that the rules governing the automation were intelligently conceived. In light of this, it is important to select a lead management solution that has a strong emphasis on being a business partner, and not merely a software vendor. Using a lead management solution that conceives of its role as that of a partner has many benefits, particularly is the partnership comes in the shape of software as a service. First of all, there is an emphasis on service that won’t exist from a traditional software vendor. In the SaaS model, client success is as much in the interest of the vendor as it is in that of the client. Helping clients to get the maximum benefit from lead management SaaS is an ongoing process that involves close consulting with the client to understand their business needs and configure the software to work for them.
But this day to day client interface is only one side of the service that clients should expect when using SaaS LMS. Taking a step back and looking at it from a little further away, what is provided to SaaS clients as part of the partnership is of even greater value. Having so many clients and so many leads under active management, an LMS has a lot of strategy and intelligence built right into its features. When an LMS company analyzes what works for clients they can bake the results right into the software. Take for instance a lead prioritization feature. This is one of the best examples of SaaS getting smarter as it’s being used. Lead Prioritization is based on well researched best practices that dictate, among other things, that 1) speed to contact is the single most important factor in lead close rates and that 2) six calls attempts is the optimal number before contact rates drop to the point beyond which the results don’t justify the effort. These facts were learned by analyzing how leads closed, and how they didn’t. And the sample size is huge. Leveraging this type of intelligence with a lead dialer enables users to contact the right lead much more quickly than any competitor can.
A partnership with an SaaS LMS is hugely beneficial for a company looking to benefit from strategies gleaned from in depth analysis of a vast number of leads. If you’re not sure what works best, it’s not something you need to worry about. You have a partner waiting for you in Lead Management Software as a Service that will show you the best practices that have been proven to work over and over again. You still have your secret ingredient, the thing that differentiates you from your competitors. LMS doesn’t seek to replace that, it just bolsters your approach to selling with a set of tools and strategies that work extraordinarily well.
