Lead Management using Sfdc

Copyright © 2012 BSI. All rights reserved.

Lead Management

By Vinita Kapoor


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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.

Leads:

Home

Leads:

Home


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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


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Lead Management: the process

1. Leads received in SFDC2. Lead Qualification (following USPLOSO)3. Leads Assignment4. Lead Nurturing5. Shadow Calling


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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


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Leads received in SFDC


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2) Lead Qualification

• U: Unclassified• S: Suspect• P: Prospect• L: Lead• O: Opportunity• S: Sale• O: Order


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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)


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Lead which qualifies for assignment


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4) Lead Nurturing

Export data of leads which appear unclear about their requirement from BSI

Call or email to check requirement

Close-not-convert the lead

Assign the lead to respective department head

Guide and suggest appropriate courses/services

Take help from Director Marketing or Product head

If not clear what to advise

If interested in BSI products/services

if notIf int but not clear


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5) Shadow CallingExport leads with the status ‘Closed-not-converted’ from SFDC reports every month

Check and inspect ‘reason for loss’

Cross check the status in SFDC

No action

Call up the lead and find out if the requirement has been met

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.

If reason found genuineIf notNo action

If yes

Lead Management using Sfdc

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