Lead Management and Process
People have more time than ever to search long and hard for that elusive prize. They’re on a mission to uncover the holy grail of shopping. Sitting at home, they don’t consider the hours searching online as work, but rather an adventure. And they will look far and wide, exploring well outside their tradition area,… Read more »
Lead Management and Process
There is a significant difference between calling someone “hot” in the real world, versus someone who is “hot” in the CRM. There is no time a customer is hotter than the moment they walk onto your showroom, or submit a lead, or call your store. That is considered a hot prospect, and those are necessary… Read more »
Competitive Edge, Lead Management and Process
Nobody likes a spoiler. Between the final season of Game of Thrones and the premiere of Avengers: Endgame dominating the media, it is hard to avoid hearing all that happens. An untimely announcement of what’s to come takes all the excitement out of one’s experience. Yet, when it comes to setting and confirming appointments, giving… Read more »
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Lead Management and Process
Joe and I have both used the four basic food groups as an analogy for multiple presentations. Although the healthiness of bread has changed over the years, most of our audience grew up in the age of the diet quadrants, and it’s an easy metaphor to tie into. In a post-food-pyramid, macrobiotic, raw food, juice… Read more »
Lead Management and Process
We’re fooling ourselves. We are doing it knowingly for our own peace of mind. We’re giving ourselves a false sense of security within our CRM by allowing certain actions to take place. We institute stopping the clock practices that actively work against our best interests. And we’re letting it take place. CRM reporting determines how… Read more »
Lead Management and Process
Out of sight, out of mind. That is how most lead handlers are, and it isn’t their fault. Nowadays, this isn’t the first time car-buyers have shopped for a vehicle. It isn’t the first time they have submitted a lead to check a price. For that reason, there is a high probability many online customers… Read more »