about
Our client, a healthcare company specializing in body composition analysis solutions, sought to enhance its lead generation and operational efficiency in its marketing and sales processes. The company needed a way to effectively recycle inactive deals by moving them back into the lead pipeline for future engagement. Their goal was to ensure that no potential customer was lost due to inactivity while keeping Zoho CRM organized and optimized.
The Challenge
Our client faced several challenges in managing leads and inactive deals efficiently:
- Loss of Inactive Deals: Potential customers who did not convert were left in the Deal module without further engagement.
- Manual Data Entry: Sales and marketing teams had to manually recreate leads from inactive deals, leading to inefficiencies.
- CRM Data Clutter: A growing number of inactive deals cluttered the system, making tracking and reporting difficult.
- Lack of Lead Recycling Process: There was no streamlined mechanism to re-engage lost opportunities without manual intervention.
What Evoluz Did
Evoluz designed and implemented an automated lead recycling system within Zoho CRM and Zoho Marketing Automation to ensure seamless transfer of inactive deals back into the lead pipeline.
- Created a “Create Lead” Button in the Deal Module: Developed a custom button in the Deal module labeled “Create Lead” to allow sales reps to instantly convert an inactive deal into a lead.
- Ensured that all relevant deal details (contact information, deal stage, interaction history) were transferred automatically to the Lead module.
- Automated Data Transfer and Deal Deletion: Configured workflow automation in Zoho CRM to instantly move data from the inactive deal record into a newly created lead.
- Implemented an auto-delete function that removed the original deal record from Zoho CRM, keeping the database clean and structured.
- Lead Nurturing Through Zoho Marketing Automation: Integrated the recycled leads into Zoho Marketing Automation for targeted email campaigns and follow-ups.
- Developed lead scoring rules to prioritize high-potential leads for sales outreach.
- CRM Optimization and Reporting: Created custom CRM dashboards to track the number of leads re-entering the pipeline and their engagement status.
- Set up alerts and notifications to inform the marketing team when a lead was reactivated for nurturing campaigns.
The Results
- Efficient Lead Recycling
- Improved CRM Organization
- Increased Lead Engagement
- Optimized Sales and Marketing Collaboration
- Data-Driven Decision Making
Client Benefits
- Streamlined Workflow: Automated lead transfer and deal deletion minimized manual workload.
- Better Lead Management: Sales teams could easily re-engage potential customers who were previously considered lost.
- Enhanced Marketing Efficiency: Automated email campaigns ensured continuous engagement with recycled leads.
- Scalability for Growth: The system was designed to handle increasing lead volumes without adding operational complexity.
