October 10-14, 2016 is Sales Lead Management Week
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Cartoon for the Weekend: Sales Lead Management Can't Be Easily Understood.

You have permission from the Sales Lead Management Association and the Cartoonist, Stu Heinecke to copy and distribute this cartoon as is with attribution!

Stu-no-time-skydiving

This is certainly the old way to think about sales lead management.  Today there are many departments, dozens of software products and as many vendors involved in managing sales leads.  For instance on the vendor side:

  1. Sales Lead Management and Fulfillment Firm
  2. Direct Marketing Agency
  3. Digital Agencies
  4. Telemarketing Inbound
  5. Telemarketing Outbound (qualification and lead generation)
  6. Telemarketing Sales
  7. Content Agency
  8. PR Agency
  9. Branding Agency
  10. SEO Agency
  11. Business Intelligence
  12. Database Providers 

Plus, there a dozen or more internal departments (a more detailed list here):

  1. Sales Department
  2. Sales Operations
  3. Demand Creation Department
  4. Inside Sales
  5. Product Management
  6. Marketing Communications
  7. Marketing Department
  8. Content Management (grading of the inquiry)
  9. CRM Management (grading of the inquiry)
  10. Lead Nurturing Services
  11. Marketing Automation Management
  12. Two major departments compete on rules establishment and daily management (sales and marketing)
  13. Marketing Operations Department
  14. Website Management
  15. Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few.
  16. Public Relations
  17. Investor Relations
  18. Data Entry (includes screening for duplicates and competitors)
  19. Fulfillment – electronic and mailed, which includes warehousing
  20. Literature Control – creation, reprinting and inventory management
  21. Sales lead acquisition devices at trade shows and conferences
  22. Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. Not to mention grandfathered account and major account assignments, inside vs. outside vs. independent reps, and lead assignments based on product and revenue, and country or state. The “if this then that” maze is formidable for sales lead assignment.
  23. International Channel Management
  24. Sales Channel Management
  25. Field Marketing Management

If you were to consider software:

  1. CRM - hundreds if not a thousand companies to review
  2. Marketing Automation - Hundreds
  3. Telemarketing auto dialing
  4. Business Intelligence or Artificial Intelligence
  5. Reporting modules 
  6. Fulfillment Software
  7. Email 
  8. Website management

Daunting and confusing isn’t it?  This is the most challenging process within the company which is why it has been so seldom solved.  But once solved, the returns are magnificent.  

Cartoon by Stu Heinecke author of How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. 

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  This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software

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