Technology today is helping to improve the complete sales experience. Lead management is one of these elements assisting businesses in tracking and optimising the sales process.
If you’re a newcomer to sales or marketing, you may not have knowledge of the concept. Below, we explain how it functions and why your company needs it.
What is Lead Management?
Lead management is the method of monitoring and managing potential customers with the following procedures:
- Lead generation
Companies generate consumer awareness and inquiry into services or products through a selection of marketing strategies like blog posts, advertisements and social media.
- Customer inquiry and capture
Potential customers respond with interest, and their details are documented which creates a sales lead.
- Filtering, rating, distribution, and contact
Qualified prospects are grouped by the credibility of the request, prioritised depending on the probability of turning into a customer, and then distributed to salespeople to be contacted.
If the course of action concludes with a sale, the lead has successfully travelled down the sales channel and become a customer. Lead management gets more tricky depending on company size. Managing 200 leads is significantly different than managing 20 000. And when these leads develop into customers, businesses should consistently nurture the relationships. Follow-up is extremely important to maintaining levels of client satisfaction and sales performance.
Why Does Your Company Need Lead Management?
The procedure for dealing with leads aids companies in understanding which strategies are attracting the most prospects, to optimise sales strategies. Also, because lead management records a person’s complete history of interactions and encounters with your organisation, you can evaluate exactly how an individual ended up being transformed from a prospect to lead to a customer.
Besides the marketing benefits, it can have an immense impact on the bottom line. To successfully manage these sales funnels, electronic databases are becoming more attractive. The sales process should combine with lead management effortlessly, which is why more CRM software is offering these features.
Lead management is the foundation of an efficient sales operation. Without useful leads, there’s no requirement for a CRM or perhaps a sales force, to begin with. This idea addresses the initial step in the sales cycle to develop qualified opportunities, and finally, happy customers.