For those new to the term, lead management is the process of getting and organizing lead information and managing interactions with the leads. It also includes capturing leads from multiple sources, qualifying and distributing them to sales reps, and recording and tracking offline and online interactions (e.g., website visits, face-to-face meetings, ad clicks, and emails).
One of the greatest benefits of lead management is that it helps an organization understand the requirements and pain points of their customers, enabling the business to propose a solution that can cater to their customer’s needs.
It’s important for a business to follow effective lead management tips. It not only gives a push to the lead generation efforts but also results in more sales. In this blog, we’ll discuss in detail the various aspects of lead management. Let’s begin:
1. Lead Capturing
The first aspect of lead management is lead capturing.
Lead management collects leads from different sources into a single platform along with essential information such as campaign name, source, etc.
2. Lead Tracking
Today, having the phone number and email id of a potential customer is simply not enough.
You also need to check if they want to have a sales conversation. Lead tracking helps you with exactly this. It is that aspect of the lead management process where you track the activities of leads. This includes tracking:
- Links clicked
- Resources downloaded
- Page visited on the site
3. Lead Qualification
An improper lead qualification process can lead to a loss in sales. This occurs when non-sales-ready leads come into the sales pipeline. Hence, it’s critical to qualify leads on the basis of:
- Their capacity to buy
- Their interest in making a purchase
- Does your product serve their needs?
4. Lead Distribution
Suppose you have a team of sales reps for different products and geographies. Now, the concern is how to assign a lead to the correct sales rep? This is where lead distribution proves to be useful. For instance, if the location is Pennsylvania, you can pass the lead to the US team. Or, you can pass the lead to John if they are interested in Product B.
Note: You can always create a lead distribution logic that works for you.
Tip: If you are looking for a reliable inbound lead management app to better organize your leads, look no further than DashClicks’ Inbound App. With the help of the app, you can easily import all inbound leads to a dashboard by integrating them into your favorite third-party platforms. You can also evenly round-robin leads to your sales team.
5. Lead Nurturing
Till now, we know one thing for sure - not every lead is sales-ready. A lot of them can still be in the awareness or research stage, thinking about whether your solution can resolve their pain points.
This is where lead nurturing steps into the picture. It is the process of lead management that seeks to educate and show the value of your offerings to the potential lead. It could be via promotional offers or content.
Reiterating the Importance of Lead Management
Setting up a lead management process offers a business measurable and helpful data on leads and their response to marketing tactics. It helps you keep track of when the lead numbers increase, decrease, or get stuck, making it easier to carry out the necessary improvements to boost sales.
There’s also another vital benefit of lead management - it helps you to consistently stay in touch with your prospective customers and nurture them through the sales process. This keeps your offerings fresh in their mind, and then whenever they need them, you are the first business they get in touch with.
Wrapping It Up
An efficient and successful lead management process consists of these five steps we have discussed. Today, lead management is vital for rapidly growing organizations. It helps you make improved business decisions with actionable insights and adequate sales and customer data.
In the end, we recommend that you opt for a best-in-class leads management app to organize your leads better. It will help you manage all your leads across third-party platforms and distribute them to your sales team for instant follow up with prospects. Pretty cool, isn’t it?
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