Lead Response Management is the process of responding to and managing the inquiries / sales leads in a timely, consistent fashion. While choosing and deploying a Sales Lead Collection, Tracking and Management software system will help you in the process, this alone will not result in lead conversion. The business lead management software is just a tool in the hands of a marketer which helps to capture leads from internet and other sources, route to sales reps, provide real time alerts and management the sales process. Lead Management includes lead response management phase.

Lead Tracking and Management Processes

In the era of Internet Lead Generation and sky high expectations from the consumers and prospects, it is essential to equip yourselves with resources and lead management processes for achieving a great sales conversion rate. Here is set of great resources on lead response management and allied areas, including research studies from MIT and Kellogg.

http://www.leadresponsemanagement.org/research

If you are converting the leads for your business, then effective lead response management is a critical phase of your marketing and sales process.

If you are an internet lead generation company and distribute the captured leads to the buyers, it is essential to deliver the prospect information to the end buyers in real time using a lead collection and distribution software system as the delay in response will result in lost customers.

If you are a B2B organization, reaching your sales reps immediately and connecting with the prospects with least delay will help increase the lead conversion rates significantly. If your rep is the first person to contact the prospect, the chances of winning the deal is much higher assuming that you have suitable product to service the lead.

Lead Delivery

It is a fact that B2B sales reps are spread all over the geography and delivering the leads captured via the landing pages almost instantaneously is a critical requirement. This is generally achieved by email alerts and SMS text messages.

However pushing the message with lead information may not lead to the immediate prospect contact, as the sales reps have to proactively read the lead alert messages and dial the potential prospect. With the plethora of devices in hand, juggling of schedules and driving around town, it may not be easy for them to react immediately.

Lead Delivery via Voice

The reason why several large CRM system implementations ended in mere hype and no visible sales increases is well known. All of us know why the sales reps hate CRM systems! Well, these system increases their work load instead of helping them sell more and close more deals. At the same time, they would be glad to listen to their lead administrators and back office secretaries for the simple reason that they speak with them and provide relevant information!

If we can take a leaf out of this practice, and help the sales reps with voice delivery of prospect information received from the internet / marketing center, they would be glad to listen to the message and motivated to take action.

Lead Capture, Distribution and Tracking systems such as LeadPro247 leverages this fact and helps deliver the lead profile information to the sales force using highly advanced text to speech technology.

Voice Delivery Process

In the first step, the lead profile details collected from the sign-up forms, registration sites, and landing pages are converted to voice instructions using sophisticated text conversion algorithms.

Then the system automatically dials the sales rep’s cell phone and reads out the lead information when the picks up the phone.

The system can use round robin or specific lead assignment rules to choose the sale representative to dial out.

If a round robin process is used to make the automatic calls, the rep can choose to accept the lead or push it back to the queue, so that the lead delivery system can dial out to the next rep.

Auto Dialing the Prospect

When the sales rep accepts the lead information, the auto dialer built into the system can also automatically dial the prospect and connect to the next available rep.

This process significantly reduces the efforts on the part of the sales reps and helps them reach more prospects and sell to more customers.

Cost Benefit

Since an internet generated lead can cost from a few dollars to tens of dollars, the incremental voice delivery cost (around $1) is more than offset by increased prospect reach and sales conversion ratio. The voice delivery mechanism, generally provided as a value added service can also be leveraged by B2C customers.