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
  • SMB CRM Providers Comparison Guide

    A good SMB CRM system can be an incredibly valuable asset for your business. As more businesses recognize this value, the amount of SMB CRM vendors is expanding quickly. Navigating the pricing plans, features, and service terms of all these can be a decision-making nightmare. more

  • CRM and Contact Center Integration

    One of the best ways to improve your customer service is to integrate your CRM and contact center software. Benefits of doing this include:Improved customer satisfaction through more personalized contacts, Better conversions on lead, and Increased employee productivity. more

  • CRM Providers Comparison Guide

    As more businesses recognize this value, the amount of CRM vendors is expanding quickly. There are well over 100 available in 2017. Navigating the pricing plans, features, and service terms of all these can be a decision-making nightmare. more

  • Your Guide to Social Customer Service

    Did you know that 67% of online consumers have used social media for customer service purposes?Unfortunately, many businesses ignore social mentions because they don’t know how to handle them appropriately. This is a problem because managing and responding to these mentions can make or break your brand. more

  • A Guide to Selecting a Customer Portal for your CRM

    This whitepaper provides a guideline for selecting the right customer portal solution for your CRM by following a three-stage process. By comparing in-house and third party SaaS products, we examine present business and technical portal requirements, which are then mapped against the upfront and hidden costs for development and future scalability needs. more