Lead generation software allows businesses to capture leads and contact data from online yellow pages, websites, email, address lists etc. While often geared to the sales industry, these programs also have applications in the Real Estate industry. There are many businesses using this technology to provide 3 rd party lead generation services as well. These companies offer pay per lead options.
Lead management software applications are often included as part of sales force automation software which can be used to manage sales and contact information, provide reporting on sales patterns and performance, and handle commission calculations. This software generally includes a strong Customer Relationship Management (CRM) module, and often includes marketing tools as well.
A mobile solution is often important if your sales personnel travel very much. Integration with Palm, Blackberry and other handheld technology is critical as well. If you have a large traveling contingency, system integration and updates can be essential so that everyone has access to the most current information avoiding duplication of effort.
Common features included in lead generation applications include:
- Customer Relationship Management (CRM) tools
- Mobile solutions
- Email tools
- Automated lead nurturing
- Qualify, assign and distribution leads
- Scheduling tools
- Time management
- Password protection with different permission levels
- Telesales tools
- Mail merge options
Major Vendors providing sales force automation programs include:
- Pantheon Software
- eGrabber
- Sun Bear Software
- Stratasoft (geared towards Real Estate industry)
- Boberdoo (geared towards Real Estate industry)
There are several factors to evaluate when making your Selection Criteria:
- What types of leads are needed – some products are better at random, some at controlled and ranked, etc.
- Current leads available – will they be included
- Anticipated cost per successful lead, may want to consider a service rather than software option
- Ease of getting information about leads to agents
- System resources: Not usually an issue, but sometimes small business environments are on over-taxed hardware already.