New research by the Aberdeen Group, in conjunction with SmartLead reveals how top companies are achieving better sales conversion from their leads. The January, 2010 study reports that 63 percent of the businesses who have reached the highest levels of annual growth in lead to sales revenue and customer acquisition have done so as a result of investing in lead management technology. These companies indicated that they are seeing measurable ROI after implementing the new lead management systems.

The report, Crossing the Chasm with Automated Lead Management, details the results these companies are seeing after adopting a lead management system:

• 79 percent improved their company-wide annual revenue growth, increasing average performance by 59 percent.
• 75 percent improved their current lead-to-sales conversion, reporting an average of 23 percent improvement.
• 86 percent noted an increase in lead-to-sales conversion over the past year (versus 39 percent for all other companies).

The organizations in the study cited the need to increase their new customer acquisition revenue as the number one reason for acquiring the technology.

How Does a Lead Management System Help Businesses Improve ROI?

Utilizing lead management solutions such as CRM (Customer Relations Management) in conjunction with best practices in lead management, can streamline sales administrative processes, and allow your sales team to focus that much more of their time and efforts doing what they do best–converting your sales leads into revenue for your business. While most larger corporations are already making full use of a lead management system, many small businesses have yet to realize the advantages it can offer.

This technology has numerous benefits such as lead data tracking that lets you easily calculate ROI on a regular basis, so you can adjust your focus on the leads that are generating the best income stream. It also maintains easy access to data on every single customer, which can help your sales team to shorten the sales cycle, and also ensure that you never lose a lead within the system.

If you decide to invest in lead management technology for your company, take the time with your sales department to learn how to use the system to your company’s best advantage, and maintain open communication between management and sales regarding the new strategies and practices involved.

Tags: inbound marketing, Lead Management, lead roi, marketing tips

This entry was posted on Sunday, May 30th, 2010 at 10:05 pm and is filed under Lead Management. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.