Lead management facilitates a business's connection between its outgoing consumer advertising and the responses to that advertising. Lead management is in many cases a precursor to sales management, customer relationship management and customer experience management. This critical connectivity facilitates business profitability through the acquisition of new customers, selling to existing customers, and creating a market brand.
The information that a prospect enters into your lead capture form is often basic: name, company and
pain points. In the lead enrichment and tracking stage of the lead management process, you'll work
to
fill in all the gaps between these data points.
Knowledge of your lead goes the tracking of all
their interactions with your company. Although you can individually track your leads' interactions
with
email marketing software, website back-end data, and social media analytics, your CRM software does
this
all in one fell swoop. As your CRM tracks your lead's brand engagement, you'll learn more about your
prospect's wants and needs.
Lead qualification is the process of predicting the likelihood that a sales
prospect will become a customer. To inform this prediction, you'll need to gather data about your
prospects through lead capture forms and other processes conducted in the lead generation process.
And
while lead qualification begins at the top of the sales funnel, it doesn't end there - it continues
up
until your prospect becomes a paying customer.
CRM software is crucial for properly qualifying and scoring your leads. Without CRM, you can't
centralize lead scores for your entire team to see, and this absence hampers your sales approach
because
your team can't prioritize accordingly.
After lead acquisition, you can automatically assign leads to sales persons
using
pre-defined workflow rules based on product, geography or industry. This ensures that leads are
assigned
to the right person and you don't miss out on conversions.
Easily track and distribute leads between your teams based on requirements or other
dynamic criteria.
An effective lead management CRM system brings visibility into leads and lets you know the status of all the leads in the pipeline. Not all leads are equal, some are ready to buy your products/services right away while some leads require more nurturing before they make a purchase. Using a CRM system, you can engage customers through personalized content and offers during every step. Nurtured leads are more likely to convert into sales which lets you improve conversions and boost revenues.