Challenge
A multi-national sealing systems manufacturer needed a better process for managing and tracking marketing leads through qualification and into the sales pipeline. Their current system relied on the sales team to process and qualify all leads. The system was a drain on expensive sales resources and it was unreliable – providing poor visibility into marketing investment performance.

Solution
ResponsePoint created a lead tracking and distribution system that automated and streamlined much of their lead collection, qualification and sales distribution process. As part of the project, we helped the client effectively track and measure marketing investments all the way through the sales process.

Result
Because ResponsePoint helped the client shift lead processing, qualification, distribution and tracking to a partially automated, highly-reliable process, the sales team spent less time qualifying leads and more time pursuing opportunities. Sales morale and close ratios improved, marketing gained better visibility into investment performance, and marketing-to-sales process leakage stopped.

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