Lead Management Software
Lead Management Software – Capture, Distribute and Track leads within your sales teams.
Lead Management is not just about Conversion
Posted on 11. Nov, 2011 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
One of the biggest benefits of lead management is to bridge the gap between marketing and sales. Now days customers have a far greater control of the buying process, they know how to research products, seek recommendations and get the best deals. The effect means marketing has an increasing influence on the sales process with marketing meeting prospects earlier than ever in the buying process.
Lead management is the entire process of gaining new customers to retaining the existing ones. Lead management begins when you first engage with a prospect and generate leads continuing all the way through to the hand over and engagement with a sales representative up to the closing of the deal. To do Lead management well, and specifically bridge the sales and marketing divide, requires the following:
Lead scoring - Leads should be scored and prioritized based on their value, interest levels and advancement in the sales cycle. It allows you to focus on the best and hottest leads first. If you can automate then it is a great way to prioritise your lead workload.
Lead nurturing – As all leads are not sales-ready, you will need to address their needs at ever step along the way. It is a good idea to try and map this passage out so you have a handle on the steps a customer will go through in order to decide to buy. Lead management enables businesses to track interaction and feedback, which can help determine whether leads have been nurtured enough or not.
Lead distribution – When the lead is ready making sure that the lead is passed to the right sales channel with all the information gained along the way. Sales should know what interactions have happened, the source of the lead and the potential of the lead. Knowledge is power and this is never been more apt than in closing the deal.
By creating an effective lead management process ensuring you cover all stages from lead generation, through capture, to providing nurtured leads for follow-up, you can get sales and marketing aligned and then focus on lead conversion.
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.
