Blog
Lead acquisition is at the heart of BDC success. The quality and quantity of your leads have as much impact on BDC success as the teams and campaigns. The lead mix, as we call it, is like a recipe for a healthy close rate, ROI and overall BDC performance. A calculated...
Your sales process only serves about 20% of your prospects. The rest are in your pipeline. What processes do you have in place to make sure your pipeline is getting the needed attention to turn more prospects in to customers? Here are some tips we’ve found to be very effective in mining your pipeline. It starts with management. It’s natural to overlook the pipeline. When you turn on a faucet, do you think about the hidden pipes in the wall? Salespeople and BDC agents tend to focus on what’s in front of them (fresh ups, fresh leads, phone ups) but customers that are non-responsive or “not ready to buy” are viable prospects and require a multi-step PROCESS to nurture these customers. It’s up to managers to thoroughly review the pipeline with sales and BDC reps.
When I think about dealers who are really successful, especially in their Internet and BDC operations, there are certainly many common denominators. They have great people, sound processes, exciting tactics, accountability and a clear-cut CRM strategy. But the...
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