W-Systems joins SugarCRM! Read Blog

Get a SmartStart: Your Sales Lead Process is Half-Baked, Learn A Better Way (September 2017)

by Paul Scondac & Sarah Friedlander Garcia on September 29, 2017

4 minute read

On September 21st, we had a SmartStart webinar where we showed our ideas for how to best manage your sales lead process including:

  • Lead Record Keeping
  • Marketing Lead Qualification
  • Lead Assignment
  • Sales Lead Qualification
  • Sales Follow Up Methodology

Thank you to everyone who participated in this webinar. Below is the video recording, slide deck, and Q&A.

If you have questions about the CRM or Marketing Automation tools that we demonstrated during our presentation, feel free to contact us.


  • About W-Systems
  • What is a “Half-Baked” Sales Lead Process?
  • A Better Sales Lead Process
  • How We Manage Leads
  • Q&A

Slide Deck

Questions & Answers

How many sales reps does your typical customer have?

Typically, we start doing business when people have maybe five or more sales reps. We range from maybe five sales reps on the small end, to thousands on the high end. The bulk of our customers are in the range of 20 to 100 sales reps, which is the most common.

How many sales reps do your typical customer have?

It depends: we have customers between 5-10 and then thousands. The processes that we discussed today are not necessarily salesperson account relevant. It's business relevant.

Are the tools that you mentioned cloud-based?

Yes. SugarCRM can either be a cloud-based product or can also be hosted On-Premise.  The Marketing Automation platform that we discuss, Act-On is a fully cloud-based solution. You access them through a web browser, whenever or wherever you are.

Do you work with customers in Florida?

Absolutely. We are based in New Jersey and New York, but we work with companies all over the country.

Can I upload contacts in an Excel file?

Yes, that is the most common format that we work with, both on the CRM side and on the marketing side. Most of these tools expect users to organize data in Excel or CSV type of files. Both SugarCRM and Act-On allow you to import your contacts and accounts, and almost anything else as well, originating from an Excel file.

Is there a mobile app available?

Yes, both SugarCRM and Act-On have mobile apps that are available for both the iOS and Android mobile platforms.