Lead management systems delivered as a SaaS (Software-as-a-Service) solution have revolutionized Sales and Channel communication. Their capabilities provide enormous benefits for cross-channel selling. With these systems in place, there is now every reason to provide your channel partners with access to the automated lead or deal registration process used by your internal sales representatives. To achieve this capability, be sure to use the best practice of setting up a repeatable and selective process for interacting with your direct sales reps, channel partners, on-line or retail channels.

F500 companies often have multiple platforms to manage sales and channel opportunities. Integrating marketing campaigns and lead qualification into these sales systems provides the sales rep with a prospect’s relevant history of interest and contact with your company.

New automated Lead Management systems now facilitate the means of driving growth in incremental revenue—without attaching significant cost. A particular benefit is accurate measurement of marketing ROI on each campaign. Additional benefits, specifically for marketing include:

• Best leads to go to appropriate sales channels
• More sales coverage through engaged partners

On the sales side, additional benefits include:

• More efficient use of selling time
• More prospects who are ready to buy

For a great synopsis of lead management best practices, take a look at the Crimson white paper “Tuning Lead Management for More Profit”.

What’s working and what needs fine-tuning in your own lead management practices?