To develop a business, a company’s sales team should generate more and more leads and boost interactions with them. But in this day and age, managing leads is far more difficult than generating them. When it comes to managing thousands of contacts and opportunities, working with spreadsheets can no longer solve the purpose.
Hence, to grow at a faster pace and manage leads efficiently, a business needs to choose the right lead management software.
Such a tool facilitates a sales representative’s work.
How so?
It is because it simplifies the management of repetitive tasks that take place on a daily basis – reminding the salesperson of the next action, keeping track of the progress of ongoing deals, or access to the contact history of a lead.
Simply put, the software helps the sales representative to be better organized and efficient.
Now you may ask this question– there are so many lead management tools out there, how to make the right choice for your business? Don’t worry, as we have got you covered. In this post, we’ll discuss the key features to look for in such a software to help you make a sound decision regarding what kind of tool to buy. Let’s begin!
1. Automated Capture
For the purpose of boosting awareness and identifying potential prospects, many companies leverage a number of marketing channels. This is the reason why a lot of lead management software packages can collect contact information from campaign respondents through an integrated marketing medium. Some lead management solutions may also allow a quick import of prospect files.
What we are trying to say here is – ensure you go for a software that comes with the “automated capture” feature.
2. Intelligent Routing
Every business assigns leads to sales reps based on certain criteria. For instance, some companies base it on geography. By following lead management tips and with a best-in-class software, fresh opportunities are automatically assigned as well as routed to the inbox of the right sales rep, on the basis of pre-determined characteristics. This ensures that leads are instantly distributed to and received by the correct person.
Tip: We highly recommend that you go for the Inbound app by DashClicks. With the help of this marketing lead management software, you can easily manage your inbound leads across different third party platforms and distribute them to your sales team for instant follow up with prospects. Plus, you can easily round robin leads to your sales team. Pretty cool, isn’t it?
3. Cold Lead Management
The first thing a sales representative needs to do is identify prospects. Then, they need to qualify them into warm leads and convert them into hot opportunities to close the deal.
To carry this out, a lead management system should let a salesperson do the following:
- Easily produce lists of prospects either by connecting to services that generate leads (online forms, marketing database, ad campaigns, etc.) or by importing simple Excel files.
- Separate cold leads from ongoing business to let the sales representative manage their priorities in an effective manner.
All in all, it’s safe to say that such a software helps you track the evolution of leads in your sales cycle and manage your sales funnel.
4. Lead Activity Scheduling & Tracking
The lives of reps can be really busy. Hence, it becomes difficult for them to keep track of which leads to contact and which ones to touch later on. A reputed lead management software lets them monitor every activity that took place in the past, such as phone calls or face-to-face meetings. Moreover, with the help of such a software, you may also be able to send scheduled email communications to contacts while they are being qualified. The tool may even help you remind sales reps for follow-up outreach.
The Bottom Line
A lead management software helps you modernize your sales process. The best such software out there will think about every aspect of the process from a salesperson’s vantage viewpoint. It simply provides them with the necessary ammunition to carry out their jobs quickly and with much ease. Now that you are aware of the key features to look for in such a software, you are in a well-informed position to make a decision about which tool to opt for. Ensure you look for features such as automated capture, intelligent routing, cold lead management, and lead activity scheduling and tracking, and you are all set!
Top comments (1)
💯👌Excellent post, Sean! Lead management software is crucial for any business that wants to stay organized and efficient.💡👍Your article does a fantastic job of highlighting the key features to look for in such software. It's essential to have a system that is user-friendly, customizable, and can handle all aspects of the lead management process.Thanks for sharing these insights!👏😃
👀I recently read an interesting article about Converting Leads in Salesforce, which provides a complete guide to the lead conversion process. It's a helpful resource for anyone looking to improve their lead conversion process. 🚀