Part 3 of Salesforce.com’s Best Practice Series on Lead Management relates to the re-marketing to lost, old, unqualified, archived Leads to possibly stir up new business from previously unqualified “potential customers.”
Salesforce.com recommends two fields to track the status of Leads: Status, which represents the current status at this moment (Open, Contacted, Unqualified, Archived, Qualified, etc) and Disqualified/Archived Reason (No Budget, Competitor, No Decision, No Power, Lack of Vision). I think “Lack of Vision” is just a politically correct way of something you could never record in a system With the combination of these 2 fields, it allows you to separate the good leads from the bad, the old leads from the new and also report on why you are not closing these Leads.
It is suggested that every so often (once a month, once a quarter, etc), you should recontact the archived Leads with new product offerings, inquiries as to if they now have budget, etc. This is a responsibility of the marketing department, but is a valid way of generating additional revenue. Things change and this could spawn new deals.
Salesforce also recommends setting up workflow rules that say “if the Lead was archived because of no budget, recontact them automatically by workflow alert in 6 months.” This can automate the marketing emails without any user time and effort.
Tags: lead management, leads, sales automation
Posted in Business Analysis, marketing, sales, workflows | Comments Off on Salesforce.com Lead Management – Re-Marketing to Leads
The next installment from Salesforce.com’s marketing blogger team relates to automating your Lead Flow. Once you have identified what Leads really are and how they relate to your business, you need to incorporate them into your Salesforce environment and automate the distribution.
They go over 4 tools to do this:
Web-to-Lead forms allow you to add an input form on your website for potential customers to fill out with their contact information, company information, product interest, etc. Once the customer fills in this data and submits the form, the data will automatically be inputted into your Salesforce.com as a Lead for you to sell to. To see an example of this, look at the bottom of Shamrock CRM. Web-to-Lead forms are very flexible.
Lead Assignment rules
If you have a lot of Leads being entered in the system and you have multiple sales people that these Leads should be assigned to, Lead Assignment rules might be an excellent option for you. Lead Assignment rules would allow you to say that “any Lead where State = Florida, Assign to Jim.” This removes a ton of manual work that you might possibly perform already.
Another option for this is Round Robin Lead Assignment or Lead Sprinklers or Lead Assignment based on a rating structure. These require some code, but are excellent.
Lead Auto-Response rules
Lead Auto-Response rules allow you to respond to the Leads automatically with pre-defined email templates based off of that Lead’s specific details. This allows you to quickly get information to these users, so they do not sit around waiting for a response. These are essentially workflows.
An example of Lead Scoring would be the “Hot/Cold” rating system in combination of potential revenue estimates in combination with other criteria. An example can be seen here with my Lead Activity History Report.
Tags: automation, lead management, leads, marketing, sales, sales automation, sfa
Posted in Business Analysis, marketing, sales, Salesforce.com, workflows | Comments Off on Sales Leads – Automating Your Leads
Have you ever wanted to notify your sales people in the field of new Salesforce.com leads, immediately using SMS text messages? Well, this is not actually as hard as you would imagine.
Imagine that you have a call center accepting incoming phone calls, filling in certain bits of important data in a Salesforce.com Web 2 Lead form and generating leads in the system. This data routes to the appropriate Salesforce.com user based on Lead Auto Assignment rules. This is fine, but the person does not have the ability to check Salesforce.com for new Leads constantly and would like to be auto notified by SMS. This can be done using “SMS Gateways.” SMS Gateways are email addresses assigned to cell phone numbers that allow you to Email text messages to Users.
What we do in this situation is, upon creation and auto assignment of the Lead, we will fire off a workflow rule in Salesforce.com to send an email alert. This email alert will go out to this SMS Gateway email address. You will either need to assign the User’s email as the gateway email or have some kind of trigger to auto query the SMS Gateway email and assign it to the Lead record for easy emailing with the Email alert. *I could always assist with this if interested.* Use an email template to include vital Lead fields, such as why they are contacting you, name and phone number.
Below is the information on how to find the appropriate SMS Gateway. This is assigned by carrier. Try it out by sending a test email to yours! Remember, you are limited to 160 characters.
AT&T (formerly Cingular)
Nextel (now Sprint Nextel)
Sprint PCS (now Sprint Nextel)
Virgin Mobile USA
If you need the gateways for the smaller US companies or International companies, email me and I will provide them for you.
Tags: mobile, sales automation, sms, texting, web2lead, workflows
Posted in Business Analysis, Salesforce.com, workflows | 1 Comment »