TMI Corporation currently uses a web-based leads generation system developed by LookOut Software. We implemented a sales contact management system for their sales people to use when dealing with their subscribers. Watch the video and see why the president of TMI Corporation chose LookOutCRM over other CRM solutions.
Challenges
TMI Corporation has been in business since 1991 and currently offers leads of companies and businesses moving as their main product. Therefore, it is vital to generate leads in a timely and efficient manner. However, they did not have a leads generation system to begin with.
They used Maximizer as their only CRM system. The problem was that they were using Maximizer like an address book. The company had no control over their lead generators and how the leads were being generated. They needed a CRM system that is customized for their business in order to keep track of their lead generators and the time they spent on the phone.
Our Approach
The client’s original CRM system obviously had limitations. Lookout Software came to the rescue by providing them with a customized leads generation module on top of our standard CRM offerings.
Instead of going through the address book in an uncontrolled manner, a phone number of a potential lead is presented to the lead generator one at a time. The lead generator has to process it completely before the next phone number is presented to him or her. Time stamps from the system are inserted into each call to mark the beginning and end times of processing each potential lead.
The lead generation process has changed from an unmonitored use of an address book to a time-and-attendance system similar to what is used in a manufacturing environment (such as a clock-in and clock-out system). The lead generator has to come up with a reasonable explanation if a call takes longer than usual, especially when no lead has been generated.
Results
TMI Corporation has been using the leads generation system developed by LookOut Software for more than a year. About 40 of their lead generators are taking advantage of this new system and the confirmation of calls has dramatically improved from 70% to 90%. Most importantly, the psychological conflict between the lead generators and confirmation supervisors has been eliminated due to the change in the confirmation procedure.
