DataBanque provides comprehensive inquiry and lead management to ensure no opportunities are overlooked and to help pinpoint and focus on the most lucrative leads. We facilitate a brain storming session with Marketing and Sales to define things like how, when and why a lead becomes sales-ready and should be kicked off to the sales team, as well as discovering what the nurturing process includes and how to track whether or not Sales is responding to a lead.
DataBanque tracks all inquiries coming into your organization from your website, advertising, tradeshows, training, open house events, and PR. Using your database as the foundation, we manage all of your inbound inquiries and update customer and prospect profiles, or add new ones. We’ll tell you which of your marketing activities are generating the most reaction and how your prospects and customers are responding. For those prospects that need more time to mature, we have an automated, systematic way to cultivate them until they’re ready. With timely lead distribution and closed-loop lead tracking, we keep sales buzzing right along.
DataBanque qualifies every inquirer to see if they are sales-ready. The appropriate territory manager will get the qualified lead either through your CRM tool or ours, along with any database history we have on that prospect. If the prospect isn’t quite ready to make a buying decision, we’ll nurture them until they deserve direct sales attention. Not just that, but we’ll work with sales to track that lead through the sales cycle until it’s either won or lost.
The Lead Management Process:
Building upon the customer and prospect in-house lists, DataBanque will work with the sales organization, list providers, publications, etc. to build a comprehensive database that will supply leads to the reps via a CRM tool, if one exists, or using DataBanque proprietary lead distribution app. Next, using the rules defined by Sales, DataBanque qualifies each inbound lead from the website, tradeshows, advertising, PR, commercial lead sources and direct marketing campaigns.
Score: Lead scoring helps ensure that the best leads are followed immediately by prioritizing leads according to revenue potential and buyer readiness. Leads that are sales ready are distributed to the sales team. DataBanque then develops and administers a multi-channel ongoing nurturing program for the remaining qualified leads. Throughout the process DataBanque tracks activity and ultimately revenue that can be attributed to each marketing initiative. We work directly with the sales reps to gain feedback on lead status. DataBanque provides online, on-demand, detailed reporting and executive dashboards so you can know the ROI on every marketing dollar. DataBanque continually works closely with Sales and Marketing to continually fine tune the process.