For today’s digitally driven consumer, life has become more convenient and simple. You can easily search the Internet for providers of the products and services you desire, submit an inquiry through a web form and select the company that responds fastest or with the most favorable deal.
At the same time, the rise of eCommerce and the impact of digital channels on how consumers purchase products and services have drastically changed the way marketing budgets are allocated. Applications like marketing automation and CRM workflow are also providing insight into conversion and program performance rates, enabling marketing to fine-tune programs and drive better engagement to drive sales opportunities. But, are they really improving lead conversions from the front office to the back office?
Speed to Leads
The term ‘speed to leads’ has become common in eCommerce conversations. The quicker you can respond to a lead, the greater the chance you have to convert the sale. To increase this percentage even more, you have to ensure the lead gets routed to the right employee—the first time. Now, the problem in today’s competitive world is that if you do not respond faster than your competition, they will likely convert more leads than you do. The fact is that traditional CRM and eCommerce systems do a poor job when it comes to effectively distributing leads throughout your organization.
5 Barriers to Overcome
In order to beat your competition, you need to get the right customer to the right employee in your organization to close the deal—before they go somewhere else. You can start by overcoming these 5 barriers to success:
- Eliminating lags in lead follow-up ‘speed to lead’
- Not prioritizing and distributing leads effectively
- Failing to optimize routing and not ‘closing the deal’
- Requiring excessive administrative work for reporting and analytics
- Lack of data, making forecasting and scheduling painful
Learn how to respond better and faster to incoming leads by viewing our on-demand webinar, Are You Wasting Time and Money on Leads?—Learn How to Outmaneuver Your Competition! View here: Americas | Europe | Asia-Pacific
Follow me on twitter: @stefancaptijn