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Sales teams want sales-ready leads, not just mountains of names and numbers to call.
At every event — often anonymous amongst hundreds of badge scans — are super-engaged prospects who convert into disproportionately better sales opportunities, disproportionately faster.
It’s these leads that Sales crave. And they don’t want to hunt to find them.
Scheduling a follow-up conversation from the event floor is the fastest way to generate qualified sales pipeline at your events.
Fast-track the most qualified, most motivated prospects straight into your sales funnel.
Reduce the number of A* leads who go AWOL after leaving the booth.
Minimise the time Sales spend trying to arrange a follow-up call.
Captuvate is a lead capture tool designed to help you book follow-ups directly into your sales team’s calendar.
Schedule follow-up meetings while at any event
Capture leads even if prospects aren’t ready for a meeting
Educate prospects and send them your content
Automatically record all data in Salesforce in real-time
Captuvate aggregates all your sales team's calendars into a single view, making it easy to see when your colleagues are available.
With only 2 taps, a meeting is booked. And we even take care of both prospect and salesperson timezones, so you’re not scheduling meetings for 2AM!
For every calendar Captuvate integrates with, we store 12 weeks of availability offline. So you can still book follow-ups, even when wifi is unavailable.
It’s vital to start every relationship off on the right foot, so Captuvate automatically delivers a calendar invitation you can be proud of.
First, Captuvate takes into account the information we know about you, your prospect and your designated salesperson. Then, our dynamic templates send information-rich meeting invitations, but without you having to manually type each one. They're a perfect handover for Sales.
Sometimes a prospect’s location, size or vertical can determine who they should be speaking with on your team.
To schedule a meeting with the right team member, simply select from some custom-created attributes and we’ll ensure you’re only shown the relevant calendars.
Do certain prospects require a Sales Engineer, industry specialist or a named individual to be present? No problem — Captuvate will highlight meeting slots where all relevant parties are available.
If you can describe which prospects should be routed to which salespeople, then you have a mapping which we can replicate in Captuvate.
Just as you'd do if you were verbally explaining who your prospect should be speaking with, it's easiest to start by understanding a little more about them. In Captuvate, this is as simple as selecting from a number of pre-created prospect attributes. This is done with a few taps, and can be as flexible as you need.
We then route your prospect in one of the following ways:
Based on your mapping and the information we've gathered about your prospect, we then deliver the correct calendar for you to book a meeting into.
It’s as flexible as you need it to be. Here’s an (admittedly rather extreme) example, below:
The largest prospects are routed straight to named Account Executives, mid-market leads are shared equally amongst two sales teams (depending on the prospect's vertical), and smaller leads are pooled for distribution later. All sales-ready leads are synced to Salesforce, and every lead that requires further nurturing is sent to Marketo.
Captuvate houses your marketing content, so your video case studies, feature lists and datasheets are only ever a few taps away.
Use this content to educate your prospects when face-to-face, and to ensure every prospect is up-to-speed prior to your sales team reaching out.
Captuvate is fully branded, and can also work in kiosk mode (hiding your leads behind a hidden panel). So your prospects can browse your content, until you're ready to engage.
The money you'll save on printing literature alone is worth the investment in Captuvate!
Once you’ve captured your lead and scheduled a follow-up, discreetly capture notes from your conversation with just a few taps. It’ll help your sales team plan their follow-up conversations, and your prospect will feel like she’s being listened to.
(Voice notes are coming soon. You'll be able to quickly record free-form notes, which your sales team can listen to directly in Salesforce.com.)
In the example below, the largest prospects are routed straight to named Account Executives. Any mid-market leads are shared equally amongst two sales teams (depending on the prospect's vertical), and smaller leads are pooled for distribution later. All sales-ready leads are synced to Salesforce, and every lead that requires further nurturing is sent to Marketo.
Because at every event, you’ll find qualified prospects who are motivated to get the ball rolling and who’ve been intrigued by what you have to say. Strike while the iron is hot and fast-track those prospects into the top of your sales funnel.
When you fail to do this, you're putting your event ROI at risk. If you don’t schedule a next-step immediately you may struggle to recall which prospects were most interested in your offering, and you may never have any further dialogue.
And even if you do segment your hot leads, the average prospect needs multiple touches to schedule a follow-up. By that point, sometimes weeks later, you’ll be the same as any other vendor they struggle to recall, and your momentum will have been lost. Or worse, your competitor may have already started to influence the prospect's buying process around their strengths.
Sure, not every lead is sales ready. But many are!
(Especially prospects who have taken the time to engage vendors at a face-to-face event).
And it’s those leads who will have a disproportionately positive effect on how much sales pipeline you generate from your events — if you act on them.
If all leads are treated equally, then sure — it’s “just another lead”. But ask your VP of Sales if her team likes engaging the most motivated, most qualified leads as soon as they can, and we’ll see if she thinks all leads are created equal…!
But shaping your booth conversation with the goal of scheduling a follow-up meeting is a great way to qualify your prospects. Even if they kindly decline a follow-up, that doesn't make them worthless — they’re just not ready yet. And your expectations have been set accordingly.
In this case, Captuvate enables you to capture leads — and instantly sync them into Salesforce or your Marketing Automation platform — even if they don’t require a follow-up conversation straight away. You can still send them your content and slot them into your regular nurturing process.
Need “sales ready” leads synced to Salesforce.com and all non-ready leads sent to Marketo (or Eloqua, or Hubspot)?
Need certain leads to be sent to one team and other leads sent to a second team?
Not bothered about setting appointments and only want to send prospects information?