Lead Management: Solutions to fit your channel sales strategy

Lead Management is the core of the incommand Lead Management System™. Using a custom algorithm that you define, intelligent lead distribution occurs first, sending lead notifications to the best-suited sales representatives. After logging in, the sales representative can see the lead detail, any lead qualification and lead nurturing activity taken by corporate and start their follow-up process using “CRM-lite” functionality that is standard in our lead management software. More detail on each standard component follows:

• Lead Distribution – Does your channel sales strategy include segmentation by product line or vertical? Do you want to provide dealer leads based on their revenue goals for the year or sales status? Incommand allows custom rules to be applied to every TouchPoint, product line or territory, ensuring that you can get the lead to the best-suited sales resource.
  

  Examples of Lead distribution factors include:

  • By zip code, county or other geography
  • By product line
  • By budget/quantity of product needed
  • By proximity
  • By named account
  • Round robin
  • Weighted
  
  
• Lead Notification - Your sales reps can get an email or text message whenever a qualified lead is assigned to them. The email includes a link to the lead detail and just enough information to get them interested in the potential sale or the full lead detail depending upon your sales process and tracking requirements.
• Activity Recorder - Ever wonder what the sales rep does with the lead? Does your rep want to know what corporate has done on their behalf? The activity recorder tracks all lead nurturing actions for a quick overview of what's been done so far to the account. More importantly, the activity recorder saves every touch, creating a database that can be used to intelligently determine the best sales process and lead scoring algorithms. See Advanced Lead Conversion™ for more information on how to increase the effectiveness of any marketing automation software.
• CRM "Lite" - The system contains basic CRM functionality that enables sales representatives to disposition the lead in one click, schedule reminders to call leads, set appointments or just make notes about the lead. They can also post sales amounts to records and use incommand as their own CRM tool (if they want to). We know it’s difficult to get feedback from your own sales team, much less your channel sales force! That’s why we offer a very simple interface, asking sales representatives only the minimal information about their lead follow-up activities. You can use as much or as little of this functionality as fits your channel sales strategy.
• Roll-ups/Hierarchy - With a full territory behind the lead management system, you can see a full "tree" including channel sales representatives, dealer principals, territory managers, regional sales managers, corporate personnel and so on. Only those leads assigned to a given person will be visible by them (and the people above them in the hierarchy).
• Role-based Permissions – Do you want your channel reps to see different reports than your internal sales team? Can only certain level dealers access marketing tools? Is lead nurturing only offered to your top resellers? No problem. By applying role-based permissions you can customize the lead management solution to fit your most complex channel sales support requirements.