IT Lead Nurturing | Lead Scoring UK | Lead Lifecycle Management


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Services: Lead Nurturing
Technology Sales Leads "Lead Tracking and Nurturing Process" is designed to ensure its clients maximise 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".

Step 1:
A project database is developed with customised tracking fields to automate the tracking and nurturing process. The database can be based on:

TSL's secure extranet, accessed via password through www.tsleads.com.

The clients extranet, whereby TSL uploads data at the end of each day.
A MS Access database, which will be forwarded to the relevant parties at regular intervals.

Step 2:
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?

Step 3:
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.

Step 4:
Prospects are contacted by TSL at regular intervals, according to the pre - defined schedule for contact outlined in Step 3.

Step 5:
TSL provides each client with monthly updates on "aged list of opportunities" i.e. how many leads are 90-180 days old, etc.

Step 6:
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.

Step 7:
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.

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