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
  • 8 CRM Tools You Need for a Winning Lead Nurture Strategy

    Does your business have an effective lead nurturing strategy? Before you answer that, keep in mind that a good strategy is different than having a few good sequences in place. This is not an area you want to overlook. The more you develop and test your lead nurturing strategy, the more sales you will enjoy - there is a direct correlation between the two. It should be no surprise that CRM tools are one of the secrets to doing this. more

  • 8 Reasons SMBs Should Invest in a CRM

    Adopting a CRM platform early offers many advantages, including the fact that it increases the odds of long-term success. While the cost of CRM software used to be prohibitive for most small businesses, this is no longer true. Cloud-based solutions have made the pricing much more competitive, and as many as 87% of companies now rely on them for their CRM software. more

  • 7 Ways Your CRM Helps Convert Leads

    Failure to convert interested leads can impact your bottom line drastically and simultaneously increase your operational costs and decrease your profits. The most common reason for this failure is lack of follow through from a sales team. Did you know that 74% of CRM users said that their CRM gave them improved access to customer data? And that by properly implementing a CRM, a business could shorten the sales cycle by 8 to 14%? more

  • Is Your CRM a Liability

    Is your CRM a liability? Before you answer too quickly with a no, just think about all the advancements that have taken place over the years regarding this technical solution. In fact, just in over the past decade there has been a dramatic shift away from on-premise systems to cloud based solutions. more

  • 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