Throwing your online leads away?
Throwing your online leads away?
One of the reasons companies don't take advantage of their real leads is because they normally buy a database for their email Marketing Campaign, resulting in more than 50% of them being wrong targets.
Additionally, they don't take advantage of the full functionality of their CRM databases, or the accurate web analysis, including the importance of the communication between the sales and marketing department.
The second and most important reason for the significant waste of leads every year is the lack of knowledge of the source. Who is On your Website? What pages are they visiting? Where are they coming from? How long did they stay on your website?
This is not only about identifying your visitors. Some platforms allow you to assign the leads to your sales teams, have real time data feeds, page scoring, company watch, daily reporting, and accurate company matching in order to get more control over your website, your leads and your company revenue.
In the UK we have few platforms offering this service and we believe that the market needs to be educated on how to use it and gain an understanding of the financial benefits of using this new generation technology.
In the UK 98 % of companies who have been trying these services agreed that the waste of online leads have been decreasing significantly.
Most of these platforms are able to connect to those who have already invested in a CRM system, for example, Microsoft Dynamics, Salesforce, Sage CRM or Sage SalesLogix.
This next generation technology allows you to enrich your data by identifying basic information on a visiting company you can find follow up details, and with a little forensic analysis (and use of Google!) you may be able to track down a named contact to speak to.
Wasting leads is basically throwing your money in the bin.
The problem is basically the way that companies have been approaching the lead management process. And the Marketing departments are wasting the majority of the budget in the wrong process to acquire leads. How long can your company afford to continue this practice?
The new generation software is given to B2B marketers as the tools they need to reduce lead waste and help salespeople to focus on pursuing the best opportunities for customer acquisition.
Priscilla Mills
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