Are you working this balancing act? Are you using an ILM system that is separate from your CRM because your CRM lacks the essential qualities of a dynamic ILM? How do you do it with out exhausting yourself or your team? I have been on the up and downside of this balancing act and have worked on it for awhile. Sure there is a simple answer, one robust CRM, but that answer is not as simple as it seems?
In the CRM, we check history, take ownership of the lead, and update while in the ILM we work and manage the lead. Some folks tell me they ignore the CRM untill the customer comes into the showroom and this saves them much time, but, aren't they going to miss out on the customers who walk in and are worked by the floor?
How are you managing your leads? One full system? Two? Please join in.