Tracking follow-up down to the salesperson is key to managing effective Marketing campaigns. Understanding how long it takes each salesperson to contact a prospective lead, log the outcome and opportunity value, gives partners and vendors a complete view of the sales process from first touch through final disposition.
eTrigue provides the ability for users to add Response Buttons to lead alerts. Salespersons can click on these buttons to submit their follow-up, while marketers can measure the responsiveness of the salespersons. The flow looks like this:
- Marketing Team adds Response Buttons to Alerts.
- Prospects visit websites and trigger visitor alerts.
- Salesperson receives lead alerts, follows-up with prospect, and logs outcome on Sales Rep Response Pages.
- Marketing Team reviews collected data through Lead Response Summaries Reports.
You can start tracking sales responses quickly and easily!
Add Response Buttons to Alerts
The first step is to add the Response Buttons to your lead alert templates. If you need a refresher about Real-time Alert templates, click here.
Go to Alerts > Known Prospect Alerts > Real-time Alert Templates. Next, either create or edit an existing alert template. Using the Insert Alert Data Block drop-down, add the Prospect Details with Response Button data block to your alert template.
|Recommended: If your alert template already contains the Prospect Details data block, we recommend replacing it with the Prospect Details with Response Button data block, rather than have two separate "Prospect Details" blocks.|
With the above data block in place, alerts will include a button with the recipient's name and "click here".
Below is a same screenshot of an alert with the Response Button:
Campaign Alerts can have response buttons too!
Campaign Alerts (triggered by Send Alert Actions) also support response buttons. To enable this feature, when configuring a Send Alert Action in a campaign, enable the Include Sales Response Button checkbox.
Submit Follow-Up on Sales Rep Response Pages
Once a salesperson receives an alert and has followed-up with the prospect that triggered the alert, the salesperson can click on the response button to submit their outcome.
Below is a screenshot of a Sales Rep Response page:
The salesperson can provide the following pieces of information:
Use this drop-down to choose the outcome of the follow-up. For example: Was a meeting scheduled? Was a voicemail left for the prospect? Was a conversation held with the prospect?
Use this drop-down to choose the potential sales amount (in USD).
Use this text field to make any comments or notes about the follow-up.
Collected data from Sales Rep Responses are summarized in our Lead Response Summary Reports. The report aims to help provide insight into how well Sales Reps are following up with their prospects/leads. Some questions that the report helps to address are:
- How are the Sales Reps doing overall?
- Who are the top Sales Reps?
- Which Sales Reps have not been following up with their leads?
To access this report, go to Reports > New Report > Lead Response Summary.
Anatomy of a Lead Response Summary Report
This section will provide a high level summary of:
- Leads Identified (number of unique prospects that triggered alerts)
- Opportunity Identified (aggregate sum of opportunities in USD)
- Pending Leads (number of unique prospects that have not yet been followed-up with)
- Avg Response Time (how long it typically takes for a salesperson to follow-up)
Top Individual Performers
This section lists which Sales Reps are following-up the most with their leads.
This section shows the number of opportunities broken down by USD amounts.
This section shows the number of responses broken down by type.
This section lists Sales Reps that have the most pending leads (i.e. prospects that have not yet been followed-up with).
Filters and Exporting Reports
On the right hand side, users may define the timeframe for which the summary reports on. Lead Response Summaries can be shared via shareable links and can also be exported in CSV or PDF files.