Sales Lead follow-up is always a struggle. When salespeople failed to follow-up leads, CRM software was supposed to be the fix and it has to a degree (accountability). Marketing automation software was supposed to solve it when CRM software fell short and it has to a degree (automated follow-up).
Why it Matters:
Without 100% follow-up of all sales inquiries and leads a company will waste 80% of its marketing budget.
Talking to the prospect may take from 3-6 (or more) attempts, but nothing replaces it. And yet, failure of the simple task of follow-up is costing billions of dollars a year and a huge investment in automated systems all because a salesperson aren’t doing the basics of their job.
I have solved this many times, by a simple fiat that salespeople under my management will follow-up 100% of the inquiries and leads given to them or find another job. Results materialize over 3-6 months as the 100% follow-up policy takes effect in the pipeline. The marketing automation system helps tremendously in follow-up with customized information based on the attributes, actions and persona of the inquirer.
Couple these actions (leadership and follow-up) with the power of a CRM and marketing automation system and the combination is unbeatable.