I am working with a b2b startup, which is a marketplace that connects clients and freelancers. They have a strong value proposition, and I want to help them generate leads through PPC. We ran one campaign and generated 60+ leads via ebook downloads (in 48 hours). The problem is that we don't have the bandwidth to followup with all of these leads, and they all slipped through the cracks. What ends up happening are zero conversions. Two questions: (1) how can we deal with this pipeline/follow-up issue and (2) are we at a stage where we need a CRM immediately? Or should we continue to deploy marketing campaigns?
I don't think you need a CRM immediately, but you do need to implement a drip email sequence that educates, nurtures and qualifies leads based on behaviour. I'd recommend taking a look at Drip - I wrote a post on why I moved to them from Mailchimp http://www.richardpatey.com/email-marketing-automation-leaving-mailchimp-drip/