Lead Management To Go
An earlier entry on this blog delved into the Principles of Prospect Service. The thrust of this article was that Customers and Prospects are two fundamentally different entities, and that trying to provide customer service using customer service tools to prospects is a misstep. What a prospect needs is Prospect Service. First among the principles of Prospect Service is that a sales person looking to provide the best service to a prospect needs to be the first on the phone with the prospect; if for no other reason than there may be no opportunity to provide service of any kind if a competitor reaches the prospect first.
So it is important to be available when a prospect decides they want to get information about your product. This is accomplished through many different means. A lead management system can capture leads from any source and make them available for immediate assignment to available sales reps. Using a kind of intelligent lead distribution program called Shotgun Connect (named after the game of calling the passenger seat in a car by saying “shotgun”) the phones of all available agents ring and whoever is available to take the call and quickest on the draw will win the lead and be immediately connected to them.
It is also important to equip sales reps with tools to be able to stay in touch with their leads when they are away from their desk. For that reason, the Leads360 iPhone app enables sales reps to see all of their leads and connect with them while they are away from their desk. Easy to use, this app can be used to add leads, sort existing leads, place calls, send emails and SMS messages and more. Establishing contact and keeping in touch has never been easier.
