Small and medium-sized businesses tend to view customer relationship management systems (CRMs) as a glorified rolodex. They contain contact information and notes left by marketing or sales teams, but aren’t used to their full potential when it comes to prospecting new leads and upselling or cross-selling existing customers. While some basic CRMs lack the ability to give detailed behavioural analysis, more advanced CRMs are mastering this functionality and give an information-rich contact timeline.
SharpSpring is one of these advanced CRM and marketing automation platforms. It offers a contact timeline where businesses can investigate lead behaviour and follow-up based on the lead’s activity via websites, emails, and social media.
Why does the contact timeline matter so much for a CRM? Consider how it might fit into your typical sales process. From initial contact to winning the lead’s business (and every touchpoint between them) your team has the ability to personalize the sales process based on the lead’s interests. You can see which webpages they’ve visited on your website, which emails they’ve opened and clicked, which pictures and videos they’ve seen, just to name a few. This gives your marketing and sales teams the insight they need to shorten the sales cycle.
SharpSpring Contact History: What Life of Lead Timeline Shows
With a comprehensive suite of sales and marketing automation tools, SharpSpring is a powerful, cost-effective growth platform. It offers many leading functions typically found in top-tier CRMs like Salesforce and Microsoft Dynamics, while also providing innovative marketing solutions like email marketing and social media intelligence. All of this data is pulled into the Life of Lead – a complete timeline that enables better marketing and sales performance.
SharpSpring’s Life of Lead tool helps visualize a contact’s website behaviour, email opens and clicks, form submissions, sales team interactions, and image/video views all in one timeline.
This powerful insight can help your teams chart a course of action that is tailored toward past interactions with the lead. Instead of calling or emailing the contact with little-to-no insight of who they are or what they’re interested in, start by analysing their Life of Lead record. The more you know about a prospective customer, the better you can uncover their needs, assess their challenges and provide them with the best solution possible.
Want to see SharpSpring’s Life of Lead tool in action? Book a demo with MoreSALES, Platinum Partner of SharpSpring.
How to Use the Life of Lead Contact Timeline
To access the Life of Lead intelligence dashboard within SharpSpring:
- Use the platform’s top toolbar to click Contacts > Contact Manager.
- In the Contact Manager, choose a desired contact.
- In the contact record, click the Life of the Lead tab.
Once you’ve navigated to the contact’s Life of Lead record and can see their contact history, how you use the data depends on what you need to know about the lead.
For sales prospecting, it’s usually best-practice to find their website page history and drill-down to see pages that the contact has spent the most amount of time on. Marketing professionals may want to evaluate how well the lead has responded to recent campaigns by checking-in on if the contact opened or clicked an email, viewed media, or otherwise engaged with company-created content.
Request a Demo: SharpSpring CRM and Marketing Automation
Want to learn more about SharpSpring’s Life of Lead marketing and sales intelligence system? MoreSALES is a Platinum Partner of SharpSpring and can help your business get the most out of its CRM and marketing automation tools.
As a B2B-focused marketing and sales agency, we provide tailored solutions to support your growth opportunities. We offer no-obligation demos of the SharpSpring system and will help you better understand how it can enable your success.
See SharpSpring’s Life of Lead feature in a live environment! Book a demo with MoreSALES to learn how the CRM and marketing automation solution can work for your company.