In addition to lead tracking, Blitz Lead Manager has the ability to track sales opportunities, and can group, filter, and sort them using any criteria you choose. This tool is often used to gauge which lead sources, products, or employees are generating the most sales within your company.

A sales opportunity arises when the potential customer is contacted and quoted. To record this information, choose the Opportunities tab within the Lead Log and click Add New Record. Fill in the available fields and click Save New Opportunity. The status of the opportunity is defaulted at pending, and can be changed to won or lost when that time comes.

But once this information is saved, what can you do with it? By viewing the Opportunities List, it can be grouped to determine various amounts to help you adjust your business plan. To find this list, click on the Leads tab, and choose Opportunities.

1. Which lead sources are generating the most sales?
   -Filter the status to show only won opportunities.
   -Drag the Lead Source column header to the grey bar at the top to group the opportunities by source.
   -The grey bars at the bottom list the total value from the currently viewed source group and the total amount of won opportunities, respectively.
2. Which employees are generating the most sales?
   -Filter the status to show only won opportunities.
   -Drag the Assigned to column header to the grey bar at the top to group the opportunities by employee.
   -The grey bars at the bottom list the total value from the currently viewed employee and the total amount of won opportunities, respectively.
3. What is the ratio of won and lost opportunities for one particular employee?
   -Filter the Assigned to column to show the employee.
   -Drag the Status column header to the grey bar at the top to group by won, lost, and pending sales.
   -The grey bars at the bottom list the total value from the currently viewed status and the total amount of opportunities created by that employee, respectively.
4. Which products or services are generating the most sales?
   -Filter the status to show only won opportunities.
   -Drag the Category column header to the grey bar at the top to group the opportunities by category.
   -The grey bars at the bottom list the total value from the currently viewed category group and the total amount of won opportunities, respectively.
5. How many sales, and what total amount, are pending, won, and lost?
   -Drag the Status column header to the grey bar at the top to group by won, lost, and pending sales.
   -The heading on each group lists the number of opportunities
   -The grey bars at the bottom list the total value from the currently viewed status and the total amount of opportunities, respectively.

BlitzAuthor Tips

Do you make a lot of phone calls?  Do you not want to spend time adding a history note and a follow up appointment for every lead?  A Lead Log Quick Add allows you to quickly log notes and schedule follow ups without any manual entry.  There will be a drop-down of all your Lead Log Quick Adds on the Lead Log history screen.  Just by selecting the option within the drop-down, the history will be entered and if configured, a scheduled follow up and an email reminder can be set.  This is all automatic!

Quick Adds should be used only for situations that occur often and require no added notes or information.  They are great for quickly noting that you reached a bad number, made a sale, reached voicemail, or need to follow up in a certain number of days.  If it is a unique situation, you will want to manually add the history note and follow up so the notes can be custom to the circumstances.  Quick Adds will always automatically update the status of a lead, so keep that in mind when choosing to use this feature.

Every office is different.  Quick Adds can be customized to fit the conditions of your workplace.  To do this, go to Administration –> Lead Log Quick Adds and select Add new record.  In this screen, you will choose a name for the quick add, which is what will be displayed in the drop-down on the Lead Log history screen.  A status needs to be selected to fit the situation; for example, if you reached a bad phone number, you would want the status to be changed to bad phone number.  A milestone can be selected if you choose, or it can be left blank to keep the current milestone as is.  Select the log type, and add any notes that you would like to be added to the automatic history note.

To configure a follow up appointment, check the box next to Create Follow up Appointment.  Enter the available fields below to choose how many days or hours from now the appointment will be scheduled, as well as the type of appointment, if you would like a reminder, and appointment notes.  For example, if you made a sale, you may want to follow up in six months to see how they are enjoying the product.  Some situations, such as bad phone number or not interested, should not have an appointment configured.

Click here for more information about Quick Adds, or take advantage of Blitz’s free training for Professional edition users by calling our office at (419)841-8800.

BlitzAuthor Tips

Blitz Lead Manager and Insurance Quote Exchange integrate; merging cutting-edge sales lead management software with a top insurance lead generator.

Insurance Quote Exchange, LP (iQuoteX) is a leading generator of quality insurance leads for insurance agents and carriers.  To ensure total satisfaction, they employ extensive screening, data scrubbing, and duplicate checking to ensure their clients receive the highest quality leads available. For more particular clients, they also offer an expanding range of lead filters, and a very accommodating return process.

iQuoteX provides full flexibility for all of their clients helping insurance agents manage every aspect of their internet lead account. iQuoteX is based outside of Philadelphia and has been providing qualified insurance internet leads to insurance agents since 1996.

Leads that are generated by iQuoteX are able to drop right into Blitz Lead Manager automatically.  The leads are automatically emailed, assigned, and scheduled for a producer to work.  This ensures that the new hot internet prospects are being contacted which starts the lead tracking process.  This automated process saves agencies the extra time it takes to manually assign prospects to the staff.

Both companies are thrilled to offer new services to their customers.  “Combining the integration of the Blitz Lead Delivery Software with the innovative technology of iQuoteX gives both companies clients a great competitive advantage. We are extremely excited to be able to offer this high valued service to our clients,” said Eric Mallon, Sales Manager of iQuoteX.  Archie Heinl, president of Blitz Lead Manager, commented “The high-quality leads generated by IQuoteX provide an ideal match for Blitz Lead Management’s features and capabilities and will help the agent close more sales.”

For more information about iQuoteX, visit http://www.iquotex.com or call (800) 835-6773.

For more information about Blitz Lead Management Software, you can contact them at (888) 470-0606 or visit their website at http://www.blitzleadmanager.com.

BlitzAuthor Press Releases

A Contract Date field has been added to leads’ details, providing a place for any specific date that you would want to track.  For example, if you are an insurance industry, you may use it for expiration date, effective date, or bind date.  Your insurance web lead providers will automatically populate this field with the lead’s X Date, as well the custom field as it has been previously.

BlitzAuthor Tips

Do you receive leads from Bolder Calls, and want those leads to come directly into Blitz?  This can be done in two simple steps. The setup is a bit different if you use First Impressions or QuoteBurst Typhoon, so be sure to check that you are following the correct instructions.

1. Configure Bolder within Blitz.
   -Go to Administration –> Web Lead Setup.  If you use First Impressions or Typhoon, click the Configure link to the right of those.  If you do not, click the Configure link next to Bolder Calls.
   -Within the Configuration Options screen, click the Enable box next to the types of leads you are receiving.  If you use First Impressions or Typhoon, “BolderCalls” will appear before the lead types.
2. Send IDs
   -Find API Id, Transaction Id, and API URL in My Profile.  The IDs need to be from your primary administrator’s account.  These are the Ids that will link Bolder directly to your account.
   -If you do not use First Impressions or Typhoon, send your three Ids to Bolder at clientservices@boldercalls.com.
   -If you use First Impressions, copy and paste your three Ids into the Blitz Integration settings within https://www.robo-agent.com/logon.aspx.  Click here for detailed instructions and screen shots for setting up First Impressions.
   -If you use Typhoon, send your three Ids to Typhoon on their website: http://www.quoteburst.com/contact.html.  You can either paste the Ids into the chat box on the bottom right corner, or into an email addressed to help@quoteburst.com.

If you have any questions or need to set up a free training session, contact us at (419) 841-8800 or support@blitzleadmanager.com.

BlitzAuthor Tips

There is more to Blitz than adding spreadsheets and integrating web lead providers.  Do you get a lot of referrals or walk-ins?  Are you transitioning from paper to Blitz Lead Management Software? Are you using a web lead provider that is not directly integrated with Blitz?  These are all situations when you will manually add individual leads into Blitz.  This is a simple process, and is completely customizable.

To add leads one at a time, you will first want to add a campaign to put them in.  This can be done in Administration –> Manage Campaigns –> Add new record.  Select your company, and then create a name for your campaign, such as “Referrals” or “Telemarketing leads.”  Do not select private or archived.  Once this is saved, you will want to customize the campaign to fit the types of leads that will be coming in.  Click the campaign settings icon , then click the Custom Column Headings tab.  This is where you can add additional fields that are not predefined in Blitz, such as “Current Carrier” or “X Date.”  The predefined fields in Blitz relate to contact information, such as address, phone, or email.  Anything else will need to be added into a custom field.

After the campaign is customized to your liking, you are ready to begin adding leads.  To do this, go to Lead List and select the campaign you just created.  Click add new record, and simply input the lead’s information into the correct fields.  Don’t forget to save!

If your office uses GPS or the Robo-Agent Virtual Terminal, you can manually add individual leads from an outside source.

If you use GPS, and only want to add contacted leads into Blitz (versus uploading the entire list into Blitz first), you can choose to use a custom GPS form.  Using this form will enable you to add leads individually to Blitz within the GPS website.  Before customizing the form, you will need to enable the connection in Administration –> Web Lead Setup.  Click Configure next to GPS Insurance Marketing- Auto Dialer, and enable the types of leads you receive.  Before making calls using GPS, go to http://gpsinsurancemarketing.com/form-build-request.  Put in your Agency information, and select Blitz Lead Manager in the Lead Management System dropdown menu.  This will create your custom integrated GPS form to use during calling.  GPS will provide you a link to the form so you can access it later.  You could also choose to instead input these leads directly into Blitz, as explained previously.

If you use the Robo-Agent Virtual Terminal to quote individual leads, it can be configured to drop the quoted leads directly into Blitz.  The Virtual Terminal needs to be enabled in Web Lead Setup, under the First Impressions configurations.  Make sure that you have First Impressions set up correctly, then it will be ready to use!

If you need a visual on adding individual leads, click here to view a video on creating a campaign, and click here to view a video on adding a new lead.  For free additional training, call our office at 419-841-8800.

BlitzAuthor Tips

A feature you will not find in a spreadsheet or some other lead management software programs is the ability to track what your employees are doing.  Every action in Blitz is recorded, and with a little knowledge, you can use this information to stay on top of your office like never before.  Blitz is set up so that you can monitor whether users are following up with leads and using the system correctly, making them completely accountable for anything they do (or don’t do).

When working leads in Blitz, users should be adding history entries and reaching milestones as leads are moving through the sales process.  These two actions can be checked using the Reporting tool (Administration tab).  A history note needs to be added for every type of contact the user has with the lead, whether it be phone, email, message, or meeting.  If history entries are not being written, the staff member is either not using the system properly or is not using it at all.  If you notice that milestones are not being reached for a particular employee, they may not be following your office sales plan, or, again, may not be using the system properly or at all.

To check history note and milestone activity, simply click the User Activity report, and choose a user and a start and end date.  Many employers choose to do this monthly so they can gauge growth to aid assessments.  Reports can also be run to check the last time users have logged into the system, and to list all users, both active and inactive.  All reports can be exported to Excel by clicking the Excel icon; this is helpful to keep monthly or yearly records.

If you are more of a visual person, the Dashboard tool might be for you.  Within the Dashboard, you can check how many leads are assigned to each user, amount and type of history notes added by users, number of opportunities won by each user, and dollar amount each user is bringing in.  This data is in the form of a bar graph so you can quickly detect any problem areas within your staff.

Employers also must be aware of users’ follow-ups and neglected leads.  On the My Blitz homepage, the number of neglected leads is listed by user for quick access.  If employees are following up with all appointments and adding history notes, they should not have any neglected leads.  You will also want to be sure that users are scheduling follow-up appointments for every lead (they can’t be a neglected lead if there was never an appointment!).  This can be done by viewing All Campaigns in the lead list, filtering by user, and checking in the Next Appointment column.

An important aspect to consider outside of Blitz is making sure your office is all on the same page in terms of when leads should be marked as each status and milestone.  If these are not being updated consistently within your office, the reports could be somewhat inaccurate.  Have an office meeting and discuss your sales process, and consider customizing statuses and milestones in Blitz to fit your needs.

BlitzAuthor Tips

Blitz Lead Manager and QuoteBurst integrate; merging cutting-edge sales lead management software with a top quoting provider.

QuoteBurst is the leading provider of real-time quoting technology for the insurance industry. It specializes on strategic marketing solutions for the insurance agents. Headquartered in Atlanta, GA, QuoteBurst is dedicated to implementing the latest technologies available for the insurance industry by being at the forefront of the newest software platforms. Its flagship product, Typhoon, instantly sends quotes via email to the prospective consumers in real-time on behalf of the agents. 

QuoteBurst Typhoon quotes leads from web lead providers and telemarketers.  Quoted leads that are generated by Typhoon are able to drop right into Blitz Lead Manager automatically, while simultaneously sending the quote to the lead.  The leads are automatically assigned and scheduled for a producer to work, so the follow up and tracking process can start.  The quote will be added to the lead’s history, making the information easily accessible.  This automated process saves agencies the extra time it takes to quote prospects and assign them to the staff.

Both companies are excited to further accommodate their client’s needs.  “We are thrilled to partner with Blitz Lead Manager to help our growing customer base service their insurance leads faster and more efficiently.” said Stephen Bentley, CEO and President of QuoteBurst.  When asked about the integration, Archie Heinl, President of Blitz Lead Manager, commented, “The integration with Typhoon’s auto-quoting software will save agents time quoting and importing leads, ultimately resulting in more sales.”

For more information about QuoteBurst , you can contact them at (800) 527-9395, or visit their corporate website at http://www.quoteburst.com for more information.

For more information about Blitz Lead Management Software, you can contact them at (888) 470-0606 or visit their website at http://www.blitzleadmanager.com.

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First Impressions is a Robo-Agent software that generates insurance quotes from web lead providers and telemarketers.  Once the integration is enabled, quoted leads are dropped directly into Blitz Lead Manager with the quote attached to the lead’s history.  An email is sent out to the lead, the lead is assigned to a user, and a follow-up appointment is automatically scheduled on the user’s calendar.

How to set up First Impressions:

1. In Blitz, Under Administration à Web Lead Setup, click configure to the right of First Impressions.  In the Configuration Options, click the enable checkbox next to the providers you use.  Dropdown boxes will appear within the enabled rows.  Make sure you select “Round Robin” for the Auto Assign Group—this will allow for leads to be automatically distributed between users in a round robin fashion.  Auto Assign Groups can be customized under Administration à Auto Assign Groups.

2. Click on My Profile in Blitz, and find the API Id and Transaction Id.  These will be required to set up First Impressions.

3. At https://www.robo-agent.com/logon.aspx, keeping Blitz open in a different screen, enter your Agency Number and Password.  Click on Blitz Integration in the left menu, and edit settings.  Click the checkbox next to “Integration Enabled” and select the Web Service URL that reads: https://www.blitzleadmanager.com/allstate/ws/ws.asmx.  Copy your API Id (they call it a AppID) and Transaction ID and enter them in the appropriate boxes.  Test your connection and save settings.

First Impressions Blitz Integration

4. If you are new to First Impressions, send your First Impressions email address (agent#@robo-agent.com) to your current web lead providers.  This will let them know to send leads through First Impressions as opposed to directly to your email.

Interested in First Impressions?  Learn more here: http://roboagent.net/firstimpressions.html

BlitzAuthor Tips

If your office is still using spreadsheets, written calendars, and post-it notes to manage leads and customers, it may be time for an upgrade.  Just because something has been working for years does not mean there is not a better way to do it, and there are some things that pen and paper just cannot provide.  With Blitz Lead Management Software, you can save a few trees and increase sales and productivity all at once.

What happens when the phone rings?  Do you shuffle through papers and files, jotting down notes and flipping through a calendar?  With Blitz, you simply type in part of a name, phone number, or address and the file is right in front of you in seconds.  Do you scan through spreadsheets, looking for certain people to focus on that day, highlighting as you go?  With Blitz’s, you can sort and filter lists using any criteria you choose, targeting specific clients with a couple clicks.  Blitz’s lead tracking software also checks for duplicate leads, preventing prospectors from accidentally calling the same person (you know it’s happened!)

Blitz Lead Management Software’s history note feature will replace your post-it notes and thick files, saving you time searching for information and increasing your accountability.  Having every interaction recorded will increase customer relationships as well as providing digital evidence for those times you are accused of never calling or emailing information.  Included in the customer’s log is a schedule, which reminds you when an appointment is approaching, and places the customer into a “neglected lead” section if the appointment is missed.  Can your calendar do that?

How do you update leads on a spreadsheet when they move from an attempted contact status to a hot prospect?  Do you highlight or circle them?  Possibly move them from one spreadsheet into another?  Blitz’s status and milestone features allow you to mark leads when they move along in your sales process and even shows you when each transition occurred.  Leads can be filtered by status and milestone as well, saving you that extra time of searching for specific leads to focus on that day.

Blitz Lead Management Software tracks your employee activity, making them accountable for their daily performance.  Blitz keeps track of dollar amount generated by each lead source so you can spend money where you are making money.  You can run reports on lead history, lead statuses and milestones, or details, making lead tracking simple.

Spreadsheets are great for a small number of leads or customers, but as your company grows, they just aren’t enough.  If you are still not convinced, try Blitz for a month on us and find out for yourself!

BlitzAuthor Site Notes