Lead Management Software
Lead Management Software – Capture, Distribute and Track leads within your sales teams.
Lead Management vs. Sales Prospecting
Posted on 09. Nov, 2011 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
There are 2 approaches to generating leads. The old school way is for you to employ a sales person with good connections or the ability to cold call makes appointments drums ups business pretty much on their own.The other approach is to generate the leads for sales to follow-up, normally through marketing effort and specific lead generation campaigns.
For a lot of businesses, generating leads through sales prospecting appears to be out of fashion. Partly because prospects have access to so much information on the web, they are now harder to contact and the cost per lead has increased dramatically.
Every article, every blog or post these days eludes to the fact that investing in inbound marketing, search engine optimization and basing you marketing on a good website will produce better quality leads at lower costs. This may well be true although there is an argument that if you have a high value, complex product then a good sales person can still be invaluable at opening those doors.
What is equally important is to make the most of your leads regardless of how you acquire them. How you handle them can be different depending on who is or how you are generating them.
Sales prospecting means the sales person has already qualified and decided whether the lead is worth pursuing, the lead being their sole responsibility. With that in mind the ideal tool to support will be a basic contact management or CRM tool where making notes, adding tasks and diarising actions are the key features.
For leads generated by marketing the needs are different. Granted the basic CRM function is still required but key is having the ability to capture leads direct from campaigns, assign leads to the appropriate sales person and then track those leads to ensure follow-up and conversion.
As there is a marketing costs associated with these leads, you need to add accountability to the process, allowing evaluation not only on the success but the quality and cost effectiveness of campaigns. These are all well served by lead management software.
The different approach you take and for many companies it will involve a mix of both, is best supported by a tool with the approach you take in mind. You will find Lead management software will often provide a good mix of both, with the ability to evaluate your lead generation efforts across the board.
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.
