SmartLead Blog

Case Studies

White Papers

Library

Need a world-class lead management company to untangle the knots in your lead management program?

Call us at 800.735.3237

-- Referral Programs to Increase Leads

We've added sales force automation to our SmartLead lead management system. Now, you can have wall-to-wall visiability of your leads from the time they are generated until they are sold.

Learn more.

800.735.3237

More than 70% of Revenues May be Lost to Poor Lead Management

How much sales revenue are you losing to poor lead management? A new research study from SmartLead shows that even companies with comprehensive lead management practices and systems still lose between 61% and 72% of sales to competitors. Companies lacking a full and well-executed lead management program are in danger of losing far more.

“This research study provides data from two real-world case studies. It’s an eye-opener. Marketers should share this data with their sales managers to demonstrate what happens if leads aren’t properly qualified, ranked, tracked, nurtured and pursued,” says Chris Edwards, Vice President of Sales and Marketing, The AdTrack Corporation.

“During a recession, companies need to ensure that no opportunities are lost. Every qualified lead needs to be properly managed, otherwise a lot of money is left on the table. Implementing a well-designed lead management program is the best way to make sure that there are no leaks in the pipeline,” adds Edwards.

Contact Chris Edwards to see how your leads could be better managed to create more revenue. Call 1-800-735-3237.

Download your copy of this research study.

Motivate the Sales Team: Lead Qualification Could Double “Good” Leads

When unqualified leads are distributed to the sales team sales people lose the motivation to pursue every lead. They lament, “Marketing sends us junk leads.” A case study released by SmartLead reports that an international mobile computing company doubled the percentage of qualified leads sent to their sales teams and distributors. The company has 750 distributors and sales people.

They established a lead management program that re-defined specific guidelines for what constitutes a “qualified” lead and included a lead nurturing component. Within a year, the percentage of qualified leads from all sources (tradeshows, webinars, telephone inquiries) increased from 12% to 25%. See the case study for details.

Need to increase the number of qualified leads sent to your sales teams? Contact Chris Edwards to get started.

About SmartLead and AdTrack

Since 1981, Fortune 500 companies with complex sales or dealer distribution systems have relied on AdTrack’s SmartLead to simplify the Herculean task of managing thousands of leads from multiple sources. AdTrack’s SmartLead process and web-based lead management systems smoothly and seamlessly manage leads from the moment the leads are generated, through qualification, ranking, nurturing and distribution to sales people or channel partners. Clients include Toro, Motorola, Bobcat and Kodak.

SmartLead by AdTrack is the only company to offer comprehensive lead management services, including the SmartLead lead management system with an integrated sales force automation system, lead nurturing, lead scoring, a contact center, fulfillment/warehouse, print services and data analysis.