Closed Loop Reporting and Lead Progression
Closed Loop Reporting
Every lead has an owner - always. There can be no exceptions. Leads are expensive to generate and this investment must be treated with respect.
TSL's "closed loop" reporting combines both systems and processes to ensure that you know the status, pipeline value, probability to close and likely date to close of all your sales leads at all times.
It is not rocket science, but it does require persistence and discipline to make it happen month in, month out. TSL helps some of the largest technology companies in the world implement this discipline on a weekly or monthly basis so they can get the reporting they need to prove ROI. Let us show you how.
TSL Marketing feeds your prospects with appropriate information as they move through the buying cycle. Our clients decide when is the best time for a field sales executive to engage with the lead.
TSL Marketing's "Lead Tracking and Nurturing Process" is designed to ensure its clients maximize their return on investment in lead generation. The process outlined below ensures that long-term opportunities, which often comprise 75% of the total opportunity rate; do not fall into the "Black Hole".
A project database is developed with customized tracking fields to automate the tracking and nurturing process. The database can be based on:
- The clients extranet, whereby TSL uploads data at the end of each day.
- A customized database, which will be forwarded to the relevant parties at regular intervals.
Long term opportunities are identified and "tagged" in the database with the following information:
- Date for follow up
- Contact person for follow up
- Method of follow up (email / telephone / other)
- Topic of follow up
- Any action/preparation required before follow up date
- Opt In allowed i.e. do you have permission to send them regular updates?
Newsletters or direct mail shots are sent to prospects on a pre-defined schedule. TSL can implement complete email marketing and direct mail campaigns including newsletters from design, translation into several languages, distribution and follow up on each mail/email piece.
Prospects are contacted by TSL at regular intervals, according to the pre - defined schedule for contacts outlined in Step 3.
TSL provides each client with monthly updates on "aged list of opportunities" i.e. how many leads are 90-180 days old, etc.
Prospects are passed on to client's sales force, or closed off according to pre-agreed definitions (e.g. lost, project suspended, project cancelled). At this point, TSL can implement a win/ loss analysis to determine the reasons for losing the sale and also the key factors that contributed to closing the sale.
TSL will follow-up monthly with all sales representatives that do not automatically report back on progress made on each lead. TSL will report back on the status of each lead and where it is in the sales process. This will entail multiple phone calls to the sales representatives if they do not update their tracking sheets or Web database. TSL will also contact the prospect directly if the sales representative does not report back.
The client receives monthly updates on their sales force's performance i.e. number of leads provided to each sales representative and the status of each lead, including actual close rates and amount of revenue generated by each rep.
Contact TSL Marketing for more information.
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