Sell Smarter

 

Can you answer the following questions?

  • What is the follow-up ratios for leads sent to your sales and dealer teams? 70% of all B2B leads are never acted upon. according to Gartner in “Re-engineering Lead Management”: October, 2002.
  • What percentage of your leads that are viable sales opportunities?
  • Why do your leads do not convert to sales?
  • What is the return on your lead generation investment?

Most companies, regardless of size, cannot answer these questions. Conrin’s Lead Conversion Audit is designed to help you answer them.

Conrin leverages technology, customized lead management processes, and its team of executive-level telemarketers to determine the effectiveness of your company’s sales and your dealer network’s ability to convert leads to sales. Here is how it works:

  • Conrin prequalifies a sample of your leads (based on your criteria) by telephone before they are sent to your sales representatives/dealer network. This provides baseline information on lead value and additional lead information, including need for product/service, decision authority, budget, etc. This information increases the value of the lead and improves the likelihood that follow-up occurs. The sample could come from a recent trade show, email campaign, webinar, or your website.
  • A series of closed loop calls are made to prospects after leads are sent to your sales representatives/dealers. Closed loop reporting provides information on sales representative/dealer follow-up effectiveness, end-user purchase decisions, and lead ROI metrics.
  • A comprehensive review of current lead distribution process strategies, technology infrastructure, lead value, and recommendations are provided.

The benefits of the Lead Conversion Audit are many, including:

  • Unbiased visibility into sales representative/dealer follow-up practices.
  • Acquisition of key performance indicators including:
  • Lead-to-appointment conversion ratios
  • Percentage of leads planning a future purchase
  • Costs per lead generated
  • Close ratios
  • End user perceptions
  • Identification of breakdowns in lead distribution and reporting processes.

Once the Lead Conversion Audit is completed, Conrin will meet with you to discuss the results and develop strategies for improving the return on your lead generation investment.