Lead Generation and Lead Follow-up System
The differentiating features of: SALESTractor
1. Computer Assisted Selling instead of CRM
The selling and building the relations is the job of the Salesman, not to be replaced by Information Technology.
However information technology should help the salesman in this.
2. Lead generation instead of statistics
Creating customers instead of counting customers.
Currently most of CRM systems are intended for large companies with massive amount of customers. Statistics and counting is possible and can be interesting for demographics and related marketing decisions.
However most companies are small or medium sized and have a limited number of customers: from tens to hundreds of customers. Especially in B2B.
The problem is not in counting the customers or classifying, but in:
- Finding new customers.
- Growing existing customers.
3. Lead acquisition instead of metrics
Many CRM are measuring how efficiently the process of lead acquisition is carried out after the new leads have:
- Contacted the company by email or telephone
- Filled in the form on the website
- Returned a self addressed envelope or reply card
The CRM should be measuring how well the lead generation is actually working from scratch, when someone from a company:
- Visits the website
- Replies on an emailing
- Gets interested after a cold call
This is addressed by LEADSExplorer: lead generation and follow-up from the earliest possible moment.
4. Unstructured data allowed
Essentially a CRM is a relational database with forms for
Nothing really innovating, and perfect for storing structured data, however the real world is not structured and has no structured data, where the typical CRM is failing.
LEADSExplorer allows you to complete the entry fields freely and has reserved free form memo field per customer.
5. Ease-of-Use and KISS:
Most CRM vendors claim their solution is easy to use, however
it is not. This is clearly proved by the fact they give training
courses in order to use their solution.
Some even require dedicated staff to operate the CRM.
LEADExplorer uses an intuitive web 2.0 interface and is
a minimum amount of screens to keep the learning curve low. Still all
the information is available within reach of a mouse click.
Additionally LEADSExplorer applies the Keep It Simple System (or Stupid) principle: “Less is More”.
LEADSExplorer brings the adequate functionality
6. Automatic inflow of data
CRM requires all people involved to take actions that are not
their natural work process in order to keep the system up-to-date. This
is “Feeding the monster (CRM)”.These are additional
workflow steps that are not necessary for running business
The result is “garbage in – garbage out”
LEADSExplorer circumvents this by feeding the CRM with the website visits of all possible sales opportunities: Leads, Prospects, Customers, Ex-Customers, and Missed Customers.
This constant inflow of new data into the CRM attires all sales people
to the CRM.
This inflow of visiting data is showing the reactions indicated by the visits upon the marketing communications or sales conversations (by email or verbally).
The sales and marketing people see immediately the effect of their efforts of entering the contact history, as the visits are the “reply” or “reaction” on the contact events and are a valuable part of the contact history.
This brings a tangible benefit for them to use the CRM properly.
7. Customer Relationship instead of Customer Transactional Systems
Most CRM are best suited for transactional types of companies (using a call centre), rather than being suited for small and medium sized businesses, which have client relationships, as they are more solution oriented in nature. Thus most CRM are CTM, whereas businesses need a Customer and Leads Relationship Management.
LEADSExplorer is all about Customer Relationship Management,
it is also Lead Relationship Management.
Every communication or conversation with the customer or lead can be monitored and the effect can be ‘measured’ by the induced visits on the website: number of unique visitors, number of pages visited, returning visitors and search terms used.
All this information allows adjusting the messages towards the Customer or Lead for building an even better relationship.
Most important CRM features
According to an inquiry, the most important features for CRM are:
- Contact history 79.6%
- Lead tracking 62.2%
- Opportunity management 49.0%
- Task list 40.8%
All these functions are provided by LEASExplorer
By lumping all possible interested people or companies into one bucket or the Funnel, without first defining the meaning of Lead and subsequently qualifying each prospect based upon your definition, then you might end up with:
- A big funnel, where most of them never become actual clients
- Sales no longer working on the funnel
Even though you want to maximize the number of leads, the leads need to have real potential else it will be time and money wasted on these prospects with a low closing probability. Moreover as your sales force is limited in capacity, only the best qualified leads should be followed up and nurtured.