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Track Prospects
Manage your marketing efforts. Track your prospects. Manage your customers.
Do you know the answer to these questions?
- What was your most successful marketing campaign last year?
- What was your return on investment for each marketing campaign?
- Do you track prospects effectively?
- How long does it take for your prospects to become customers?
- Are there any bottlenecks in your sales process?
- Do you know how many prospects each of your employees is working with right now and where they are in the pipeline?
Many sales organizations use the image of a funnel to represent the sales process. If you visualize a funnel, you'll be able to see instantly the number of suspects, prospects and customers you're working with. A single glance will tell you exactly where you stand and where you need to focus your sales activities. To a salesperson, there are three kinds of people in the world:
- Suspects: People who've never heard of you before hover above the top of your funnel, waiting for some action from a salesperson to move them into the next group or confirm that they don't belong in the funnel at all.
- Prospects: These are people who are interested in learning more about what you have to offer. They have taken part in some form of sales outreach effort; the closer they are to making a commitment to buy your products, services or solutions, the deeper inside the funnel they go. The fact that the funnel gets narrower, of course, reflects the fact that many prospects are removed from the sales cycle, for any number of good reasons—lack of money, lack of interest, industrial downturns, new management philosophy—and, in fact, never make it to the "exit" point as a customer.
- Customers: Finally, some prospects appear as new customers, coming out of the funnel.
The funnel model is an extremely effective method of visualizing the transitions these people make. Lots of suspects turn into a smaller number of prospects, which eventually turn into a still smaller number of customers.
Track Your Prospects Now
Keeping your prospects moving through your sales pipeline is the lifeblood of your business. You should not have to guess at how many prospects you have, where they are in the pipeline, or where your bottlenecks are.
Prospect tracking solution allows you to:
- Track prospects and where they are in the pipeline
- Track the time involved for each step in the pipeline
- See bottlenecks in the pipeline
This timely information allows you to work with your account managers to eliminate bottlenecks.
You need to maximize your return on investment for marketing and advertising and track where your prospects are coming from, including:
- Lead Source
- Campaign
- Region
Save money by knowing which activities are the most productive and which campaigns work best in which areas. Prospect tracking provides you with the information you need to make informed decisions about your marketing efforts.
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