Capturing Leads from the Web

Updated: February 18, 2010

So, why did you receive the lead and not any one of the other 99 sales reps? Well, it is because based on the type of solution requested by the prospect and other infographics, your CRM system was intelligent enough to route the lead to you. And here is the best part! Your CRM solution already contacted the lead on your behalf and provided with initial brochures, case studies, benefits, etc. Now, you just have to follow-up with a phone call. And just in case you miss that step — well, you wont! Because, your CRM system is intelligent enough to keep bugging you until the call is made!

Next, your CRM solution makes sure that you utilize the best practices established by your organization to ensure that you close the sale. The system also informs sales engineers that they will have to work with you to demonstrate the solution to the prospect. All off these activities are being scheduled and/or taking place at precise intervals.

The above capturing of leads and automation is a must have tool in today's competitive landscape for sales representatives. Companies no longer can rely on static web pages with basic telephone numbers or email address for prospects to call or to send a question. With web forms, leads are captured from the web and routed to the appropriate sales rep based on criteria that you set up. Automated triggers can also send out acknowledgements, follow-up reminders, drip marketing messages, etc. The system also can automatically create a contact record as well as a sales opportunity record. So, now, this opportunity is in the Sales Rep's pipeline. This pipeline is visible not only to Sales Rep but also to his supervisor, his regional manager as well as the VP of Sales. All of this happens in seconds form when a prospect clicks on the submit button requesting the information on the corporate web site.

Your marketing folks will be really happy too! Because, your CRM system will automatically associate the sales opportunity to "corporate web form" as the marketing source. So, on a realtime basis, marketing folks will be able to tell the impact of various web pages and/or web forms.

Featured Research
  • 12 Must-Have CRM Features

    Having a CRM is absolutely essential to any modern day business's success. In fact, 91% of companies with 11+ employees now utilize a CRM solution in their business. When making the decision to purchase or upgrade your CRM solution, it can be quite overwhelming determining which features are essential to your success versus those that pack more fluff than punch. more

  • Making the Case for a New CRM

    Did you know that having an outdated CRM is just as bad as not having one at all? Do you find yourself working even just a little too hard to make your current CRM work to maintain your contacts and relationships? While it is increasingly more difficult to reduce customer churn, modern CRM tools are much more powerful and provide much more opportunity to develop stronger relationships with your clients that can provide more stability and revenue to your company and bottom line. more

  • Don't Make These 10 CRM Mistakes

    Finding and buying a CRM is exciting. It is also quite daunting as you want to be as prepared as possible so as to avoid making a costly mistake. We have seen that many businesses fail when implementing a CRM, as they repeatedly make the same errors over and over again. more

  • The 2017 CRM Comparison Guide: Q2 Edition

    If you’re in the market for CRM software, we’ve got good news. We’ve updated our CRM comparison guide for Q2. more

  • Are You Using These 8 CRM Features?

    One of the biggest mistakes that businesses make when it comes to their CRM software is the features they don’t use. This happens because they invest in CRM with a handful of problems in mind, so they’re content as long as it solves them. But if you want to maximize your ROI, you should be utilizing every feature available to you. more