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The art of converting marketing traffic into actual sales, what we call in the lead generation space as lead management, as finally started to hit main stream conversations. Customer Relationship Management platforms have been fooling performance marketers for years now claiming they are the best way to convert sales, when in fact they fall way short. In the true lead generation and performance marketing era, lead management companies have started where CRM’s have left off and have provided huge benefits to companies that made the smart choice of focusing on the intricacies of converting leads into sales.
Today, the Wall Street Journal Online released a nice article highlighting 3 ways to convert online leads into sales. What was nice about this article is that it took a deeper look at lead management without the fluff of customer relationship management speak. The article has a few very nice tidbits of information in the article that makes it worth the short read. Additionally, two companies that have been highlighted here on this blog, were also highlighted in the WSJ article – Leads360 and LeadQual. These two companies have released a number of white papers that have detailed statistics resulting from their own internal studies. The collection of papers have helped create lead management standards and have helped remove much of the guess work that is usually involved with building out the proper lead management process. For that I give kudos to both companies and congratulate them on the WSJ mention.
Wall Street Journal Article: Three Best Ways to Convert Online Prospects into Clients
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2 Comments
Thrilled that the Journal is paying attention to our industry and painting it in a positive light. Congratulations to LeadQual and Leads360. The more people understand the value that all of us who read this blog positively contribute tot he economy the consumer experience the better.
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[...] here to read “Lead Management Hits the Mainstream” on LeadCritic, or to here to read [...]
Mike, thanks for posting about this. We were pleased to join LeadQual here. Both companies have been doing good work pushing best practices in lead management and call strategies. It does seem that this category is starting to become more distinct from the greater CRM space as you mentioned. This is something I’ve been pushing for a long time now, particularly as it relates to lead management for B2C categories vs. B2B which is very different – see my article on B2B vs. B2B on CRMBuyer.com here.
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