To get the most value out of Material Bank leads, it’s important to ensure they’re properly tracked and managed within your CRM. Consistency in how these leads are entered, followed up on, and tied to revenue opportunities will help you monitor engagement, drive conversion, and demonstrate ROI. Below are key best practices to help you optimize how Material Bank leads are handled in your CRM system:
1. How Do Material Bank Leads Appear in Your CRM?
Material Bank leads are imported into your CRM with a specific origination tag indicating that they came from MB. This makes them easy to identify and filter within your system for targeted follow-up and reporting.
2. Are All Lead Report Fields Captured in Your CRM?
Yes, all relevant fields from the Material Bank lead report should be mapped and imported into your CRM. This includes:
Project Name
Project Type
Project Phase
Project Description
Project City
Project Size
Project Budget
Expected Project Completion Month
Expected Project Completion Year
Product information
Having these fields accurately captured ensures that your sales team has the context needed to engage meaningfully and can prioritize follow-up accordingly.
3. What Is the Call to Action for Sales?
Once a new MB lead is imported, your CRM should trigger a notification or task for the appropriate sales rep. Common practice includes setting a 1-business-day window for the rep to take action—such as reaching out to the contact, qualifying the opportunity, or converting the lead into a deal stage.
4. What if the Lead’s Contact Is Not in the CRM?
If the contact associated with the MB lead does not already exist in the CRM, the rep should create a new contact and clearly link that contact to Material Bank as the source. This ensures full visibility of all MB-sourced activity and attribution.
5. Is Order Value Being Tracked?
Yes—order value should be tracked through the creation of quotes within the CRM. When a rep quotes a project related to a MB lead, they should create a corresponding quote and link it to the opportunity record to capture potential revenue.
6. How Are MB Leads Tied to Order Value?
The full lifecycle should be tracked as follows:
The MB lead is converted into an opportunity.
The project is quoted within that opportunity.
When an order is placed, the opportunity is marked as Closed/Won.
The order value is logged, creating a clear tie between the original MB lead and the resulting revenue.
Following these best practices ensures that Material Bank leads are properly managed in your CRM and that your sales activities are both measurable and scalable. It also helps provide clearer visibility into the effectiveness of Material Bank as a lead source.