Lead Management & Tracking Software - Reviews & Ratings

BuzzBuilderPro is a web-based solution that is easy to use, yet packed with robust features. It also has a patent-pending technology that allows users to share email campaigns. With the other systems we tested, each user had to create his/her own campaigns, and it's questionable whether a Sales Rep would take the time to actually do this.

Ideal User: A sales force with at least 5 salespeople.

Pros:

The most cost-effective enterprise sales tracking software we tested (they charge per user). Most small or mid-sized companies could afford it.

Instant HotLead Alerts will notify the Sales Rep when a prospect has a high level of interest.

See who opened your emails and which pages of your website each person visited (a great way to determine a person's area of interest).

Sales Reps can easily launch a Pre-Call Campaign to create leads. Automatically launches a Lead Nurturing Campaign with leads that are not "sales ready".

Captures website leads and can distribute them directly to the Sales Rep.

SmartMail system allows a new level of email personalization. Information such as the prospect's name, company, industry, and position are used inside each email message to increase response rates
(they are reporting an Open Rate of 47%, compared to the industry average of 18%).

Managers have control over creating pre-approved campaigns for the sales force to use, ensuring consistency and quality control.

Advanced statistics allow managers to view the pipeline and activity for each salesperson.

They have a proprietary format for messaging that received a very high response rate. New clients receive free Email Consulting session.

Good integration with SalesForce.com and other CRM systems.

Cons:

Because it is designed as an enterprise solution, it is not suitable for companies with less than 5 salespeople.

No website analytics to show how many visitors your website has received (although you can use the free Google Analytics for this).

Sales Genius has a nice interface and is a simple emailing tool for sending an email blast. The secret: they recommend adding a link to your website so you can track which web pages a person visited.

Ideal User: Individual Salespeople

Pros:
Like BuzzBuilder, it shows you which web pages a prospect has visited

Salespeople have direct access to the data and can send their own email blasts

Sends you an alert when a prospect is visiting your website

Cons:

No lead nurturing component. Only offers "blast email" capabilities to send a one-time email.

Can only track who has visited your website. Can't track people who opened your email, and salespeople could miss potential opportunities.

Doesn't capture leads from your website.

No shared database. Each salesperson must create his own email messages.

Limited reporting for managers.

Eloqua is a robust tool for marketers, and offers a full suite of services in addition to email lead generation. However, it was also the most expensive system we tested and is only suitable for large organizations.

Ideal User: Fortune 1000 Companies

Pros:

Tracks statistics for an individual prospect (opened emails and links clicked)

Can deliver website leads based on geography or prospect's profile

Salespeople have control over launching campaigns

Good integration with CRM systems

Has a Lead Nurturing component

Cons:

Designed mainly for the marketing team and the sales force has limited involvement.

Limited reporting and statistics for a campaign.

No email alerts to notify a salesperson of a hot lead.

Limited personalization of emails.

Designed as a Lead Nurturing tool more than a Lead Generation tool (no Pre-Call Campaign component).

ExactTarget provides an emailing platform as well as Landing Page optimization for your website.

Ideal User: Mid to Large-Sized Companies

Pros:

Has a good lead nurturing component.

Manage all your digital one-to-one communications from a single platform.

Includes support for both email and SMS

Has a lead capture component for your website. Also helps you optimize your landing pages.

Cons:

Only the marketing dept. can launch a campaign. Response rates generally decrease when the emails do not come directly from the salesperson who owns the relationship.

No email alerts or notifications for hot leads