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Lead Management using Sfdc
1.
Lead Management By Vinita
Kapoor Copyright © 2012 BSI. All rights reserved.
2.
Home
What is a lead? • ‘Lead’ can be defined as an indication of a potential opportunity, that existing clients or new clients may be interested in BSI’s services. Copyright © 2012 BSI. All rights reserved. 2
3.
Lead generation and
sources Leads are generated by the following sources: • Advertising • Customer Survey • E-shots • Direct Marketing • Events/seminars/webinars • Outbound cold call • Email/inbound call/letter • Client Referral • Website • Business Development Managers/ S.Executives • Client Managers Copyright © 2012 BSI. All rights reserved. 3
4.
Lead Management: the
process 1. Leads received in SFDC 2. Lead Qualification (following USPLOSO) 3. Leads Assignment 4. Lead Nurturing 5. Shadow Calling Copyright © 2012 BSI. All rights reserved. 4
5.
1) Leads received
in SFDC Leads are received by the following channels: • Web to Lead Forms • Email • PG, Client Managers (whenever a salesperson gets in contact with a prospect, he fills the details including contact name, email, number, product area etc. in SFDC) • Inbound call/email/letter/ • Social Media Copyright © 2012 BSI. All rights reserved. 5
6.
Leads received in
SFDC Copyright © 2012 BSI. All rights reserved. 6
7.
2) Lead Qualification •
U: Unclassified • S: Suspect • P: Prospect • L: Lead • O: Opportunity • S: Sale • O: Order Copyright © 2012 BSI. All rights reserved. 7
8.
Lead Assignment • Leads
which have the following criteria are assigned to Training head (for Trainings) and Sales head (for Assessment and certification): • Name • Product • Location • Number and email address (either or both) Copyright © 2012 BSI. All rights reserved. 8
9.
Lead which qualifies
for assignment Copyright © 2012 BSI. All rights reserved. 9
10.
4) Lead Nurturing
Export data of leads which appear unclear about their requirement from BSI If int but not clear Call or email to check Close-not-convert Guide and suggest requirement if not appropriate the lead courses/services If interested in BSI products/services Assign the lead to respective department If not clear what to advise head Take help from Director Marketing or Product head Copyright © 2012 BSI. All rights reserved. 10
11.
5) Shadow Calling
Export leads with the status ‘Closed-not- converted’ from SFDC reports every month Check and inspect ‘reason for loss’ Cross check the status in SFDC Call up the lead and find out if the requirement has If reason found genuine If yes been met If not No action No action Re-assign the lead to the lead owner and send an intimation mail to the lead owner and line-manager Make the report and share with Dir Marketing every month. Copyright © 2012 BSI. All rights reserved. 11
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