Marketing Automation Services for
Technology and Service Companies

Lead Management Consulting

Lead Management

Lead Management Consulting

What Is It?
Lead management consulting helps you optimize the actions taken between the time someone responds to your communication util they “buy or die”.

Marketing Leads Are Expensive

Marketing spends vast amounts of time and money to generate leads. Most sales departments are reported to ignore 80% or more of those leads. Why? Sales and marketing alignment issues means sales doesn’t believe those leads will turn into revenue in a reasonable amount of time if ever.

Leaky Pipe
A perfect lead management program turns 100% of all responders into leads sales will follow-up on and turn them all  into happy customers. The worst lead management program yields zero sales follow-up and no closed sales. Most of us are in between with some leaks that we’d like to patch.

Fixing Leaks

Fixing leaks reduces costs and improves revenue.  It’s fairly simple. It’s often inexpensive. So why do so few businesses do it? Hang on, we’ll get to that.

Opportunity – Typical Leak Locations

  • Capturing inquiries
  • Nurturing leads
  • Scoring leads
  • Qualifying leads
  • Passing leads to sales
  • Recycling leads sales rejects

Each item in the list above is an opportunity to reduce costs and enhance revenue. For example “capturing inquiries”; if you use progressive profiling instead of full static profiling you can sometimes get 50% of your inquiries to take the next step in the process. The impact on revenue is often huge.

Visibility

  • Report on what’s happening in the lead management process.
  • See which who is working the leads and how they are progressing.
  • Measure which strategies and tactics are working and determine what the program ROI might be.
  • Forecast how much revenue will likely come out of the lead management process.

Lead Management Consulting

Lead management will never be perfect. Lead management consulting can typically quickly point out or confirm where your biggest leaks are and give you options and choices for repair.

Why Didn’t I Think of That?

It seems I hear it on every lead management consulting project. The right consultant can ask some questions, review your numbers and usually give you several recommendations that will impact your revenue and ROI for years thereafter. You probably didn’t think of it because you didn’t see it. The right lead management consultant can quickly see the issue, help you see it and then work with you to get it fixed.


Are you ready for lead management consulting? Contact Eric at 503-635-2319 or eric@apg7.com

 

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