Lead Management Software
Lead Management Software – Capture, Distribute and Track leads within your sales teams.
5 Problems Sales can solve with Lead Management
Posted on 19. Aug, 2011 by Duncan Macdonald in Lead Management, Lead Management Blog, Sales Force Automation
I previously touched on the problems marketing can solve with Lead Management. In this post I am going to look at the everyday problems faced by sales.
From a sales perspective, lead management is the process of converting leads into opportunities and in due course customers. Done well, lead management increases the return from leads generated by marketing.
While some of this sounds simple, in reality it’s not so easy to manage leads, especially if you generate a lot of leads and distribute these to more than a handful of sales people. Tracking the lead and then monitor sales peoples performance becomes complex and more than can be effectively managed using spreadsheets.
Here are 5 common problems sales face:
1. Response time to new leads is poor
Whether it took too long to receive the lead or sales never gets round to responding, both mean that leads go cold and you risk losing out to competitors
2. Lack of a sales process; everyone does their own thing
With the process of converting of leads left down to the individual, then there is no sales process at all. You are relying on trust and luck. Yes there may be success but this will be down to a great sales person and we know how hard these are to find
3. Not knowing your Prospect.
Often sales receive a Lead and it is no more than a name and contact details, yet they know far more information was available when the lead was captured. Having no insight, no history of previous interactions,, not even knowing where the lead came from means sales people are unprepared and are often shooting in the dark
4. No workflow – salespeople waste time unsure what to do next
With leads generated by marketing, sales are often unsure of their source and potential. They are not sure of what is expected of them, what to focus on.
5. No tracking of leads or their pipeline status
It seems obvious but without tracking in place, there is no visibility of which Leads have been contacted, those requiring further action, and then identifying who and how sales channels are performing.
An easy solution
Lead management software drives the work flow, provides the tools sales need and expect in order to convert leads, whilst allowing sales management to track, understand and effectively manage the sales pipeline.
B12Leads is an online lead management tool to capture, distribute and convert leads. Everything you would expect from a CRM tool but with a focus on keeping track of leads and your sales teams. An affordable solution that has everything you need to take control of your sales pipeline.
