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Tracking Your Offline Leads from Prospect to Closed - How Do You Do It?

by Chris Lagarde
1 replies
More specifically, how do you categorize your leads?

Certainly you are already entering in contacts into your database but what categories do you assign new prospects? What about prospects you've given a proposal to?
#closed #leads #offline #prospect #tracking
  • Profile picture of the author Christopher Hansen
    Originally Posted by Chris Lagarde View Post

    More specifically, how do you categorize your leads?

    Certainly you are already entering in contacts into your database but what categories do you assign new prospects? What about prospects you've given a proposal to?
    I've worked in sales a long time. I started out managing leads on index cards in a "recipe box". I progressed to contact managment software and on into salesforce automation and CRM systems.

    Lead categorization should be kept simple - especially at first. When setting up a simple hosted CRM account for offline clients who haven't had anything formal in place, I create 3 categories for new leads. These are 1-Suspect, 2-Prospect, and 3-Reject.

    The first group are new leads that need to be qualified. The other two are obvious next places after they've been qualified through a conversation.

    I generate a web form from the system to put on thier website and it automatically adds submissions as an account record, generates a new active lead (source=web), creates a follow-up task assigned to the appropriate sales person based on a business rule, and notifies the lead owner of the new task.

    Christopher
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