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As we can know, CRM systems provide us with lists of people. But many of us don’t know the true value of a workflow system. And this true value is that it allows you to stay in touch with leads you otherwise would abandon. All researches finds that as many as 40% to 50% of your “not good” or “disqualified” leads become “good” or “qualified” in the following 6 to 12 months.

I know that there are many of you who spend a lot of time pursuing new leads. But why don’t you try to get back on the horse with your old lead?

We all are interested in continuing to generate new leads from all sorts of channels. And the primer fact is about our determination to chase the new potential customers.

New customers are the one we’ve never contacted before. So, why don’t we think about the fact that our worst leads can be our best leads? It is correct?

Smart Technology for working leads

Well, I think it is more than correct, because the leads we can convert are those with which we have exchanged some relationships.

Maybe it is easier to change someone we have talked to, with who we’ve been writing articles, e-mails and with who we have going somewhere. So, maybe it’s the time for us to start a great commitment.

I can tell you that working only by your gut will make you end up with some indigestion.

It seems that the latest technology concerning the attack of the leads established a workflow for contacting prospects (for past and current). The systems with workflow can analyze automatically the behavior of the loan officers from the organization and also the responses received from individual prospects. It can also determine when and how to handle the lead.

Let’s say that a sales-person tried for 9 times in for days to reach a specified lead, now the system may automatically transfer that contact to a different member of the team, with a specific skill or with a record of responses from that lead. Or it can also send automatically the lead to a sales manager ready for action.

The workflow based technology automates the alert process and announce originators about what they have to do next with the prospect. This is unlike the CRM systems. This can be made by setting up rules for interaction with prospects.

The system knows what the next step is and it may add in a sales coaching engine, which will offer recommendations on times to try to contact a person one more time. So, the workflow software is an intelligent system that understands the context of the lead.