Lead management is an essential part of marketing, and yet too many companies, especially small and medium sized businesses are completely ignoring it. Lead management allows you to strategically remove weak or unqualified leads from immediate sales contact, and either move them to a lead nurturing system, or remove them from the system entirely. Without a proper lead management process, you can push too hard on an otherwise quality lead that just needed to be nurtured, or waste your company’s time and money on a lead that shouldn’t have been worked.
Lead management can help you and your marketing and sales departments easily maintain a centralized database of captured leads, and sort out the leads that should be worked. Lead management makes it much easier for you to assign and distribute leads to the appropriate sales person, and can encourage more conversions if effectively implemented. Failing to use a suitable lead management system with your current base of leads can lead to some bigger problems down the road.
Lead Routing or Lead Distribution
One of the problems that plagues many sales departments is the concurrent working of leads; that is, when more than one sales person attempts to contact a lead to make a sale. This is not only a waste of time and company money, but a great way to frustrate and turn off an otherwise quality lead. You can kill any possible sale by not managing who is working on what leads, which is why managing the leads is so important.
Another major problem with managing leads is that they aren’t always assigned and distributed to the correct sales person. While people are prone to make mistakes, lead management would cut down on the incidences of leads being assigned to an inappropriate sales person. When leads make it to the right sales executive, you have a better shot at achieving another sale.
Marketing is a lot easier on your company when lead management procedures and policies are in place. You can track the lead conversion rates for your leads with each individual sales person, and see where you need improvement. You can also see what methods of marketing are working for your base of leads, and see where you may need to change your current marketing strategies. lead conversion squared review
Sales Lead Management Software
Automated sales lead management software is by far the easiest way to manage your base of leads. An automated software can automatically assign leads to members of your sales department based on qualifying information, which can equal a higher chance of a conversion. Automated lead management also updates the status of a lead, allows sales agents to see if contact has already been made, and helps you track the status of each lead.
On Demand Software
All current generation lead administration software systems are based on on-demand model, which means that you do not spend a lot of money in software and hardware. It can be purchased on a monthly subscription basis without any long term contract and can be accessed anywhere using the Internet. LeadPro Lead Management is one such system with extensive features to manage the leads, nurture the leads with email marketing, advanced lead distribution engine to assign and route the prospects, inbuilt survey market survey module to obtain feedback from the market place and extensive lead analysis reporting