To understand the role of lead management software, I will give you an example to which we can all relate.
If you are a parent or a friend whom you know besides the joy of being the parent/parent of a small child, then you know that the process of raising a child is not easy.
Okay, one or two are manageable, but what if you have dozens of children who are crying to receive your undivided attention?
Don’t Waste Time! 6 Facts Until You Reach Your B2b Business Needs To Create Lead Generation Strategy
It will be easy to take two children whom you love the most and give them your attention, but it will hurt the rest – misleading them all with their mission to please.
This is exactly what happens to growing enterprises, which they cannot handle when they do not initiate inquiries to lead.
They are unable to pay attention to quality to all the leads, and like dozens of children, they are dissatisfied and begin to disintegrate.
This is where the lead management system comes in,
Lead management is a method used to treat all leads equally and consistently.
However, this is an old definition of a process. With technology, Software does more than manage leads. It has a direct impact on sales by merging sales and marketing.
On this new light, lead management is defined as follows;
The process of capturing all leads from different- different sources, tracking their behavior and activities, qualifying them, gave them full attention to make them sales- funnel ready and then took over the sales team.
This may seem easy until the leads start pouring in, but we will save you from the headache and take you through the process of lead management.
1. Lead Capture Automation
During your marketing activities, you are using various online platforms such as webinars, social media, email, paid advertising to mention a few. Lead capture automation ensures that all leads in the system are automatically captured. This means because it will take a lot of time to manually enter all leads.
Lead capture automation observes that each lead at the point of origin is recorded in the system; So there is no leakage of any kind.
Another aspect of the automation process is helping you know the leads that are earning you more revenue than others.
In addition to high-profit leads, you can also identify leads that destroy your resources. Data is very important for business intelligence and marketing because they can use it to adjust their finances to increase their sales.
2. Lead Tracking
Once a lead comes into your system, the website visitor’s profile automatically appears with their public information such as their job status, firm name and social media details. This protects your team from searching for data manually or entering information manually.
Lead software also starts tracking behaviors and activities for leads – the forms they are filling out, the pages they are visiting, what they are spending on your blog, and more.
In short, it gives you information about leads that you would not otherwise have. Thanks to technology advances, Lead software can also track chats and phone conversations. These are great sources of sales opportunities by converting visitors to potential customers.
3. Lead Assignment
A good manager knows the potential of all his sales team and therefore knows the right person to delegate to a certain leadership. However, it will take a very long time.
A good lead tracking software provides leads to the right sales team to avoid wasting time.
A lead distribution system will auto-assign leads to any logic you set
If the place is Pune then pass the lead to Pune team
If they are interested in Product XYZ, pass the lead to Mohit
In most cases, a company has an added advantage if they first contact their leads.
Remember that if a lead fills an inquiry form at your firm, they have done the same for five other companies with similar services.
4. Lead Qualification
One of the best ways to qualify a lead is lead scoring. This is the point where you decide whether the lead is worth following. Qualified leads are known as ready leads for sales.
Lead scoring ranks leads based on engagement with your firm and demographic information.
Lead Assignment ensures that you reduce response time and provide leads to the most relevant person. In return, the lead will enjoy a great experience on your site throughout.
By providing a score based on behavior based on your product and website, country, job title, engagement with your email – a sales team can quickly identify qualified and unqualified leads. This allows your sales to direct energy into effective leads. This is an example of how lead scores can be given.
Lead X -> Agent 1 -> Hot
Lead Y-> Agent 2-> Warm
Lead Z-> Agent 3-> Cold
Here the quality score of lead X is higher than that of lead Y and lead Z.
The Quality Score suggests that Lead X should be preferred. The manager lead helps the sales team chase the right leads at the right time.
Although we cannot completely replace human interaction with lead software for quality scoring, it helps to understand buyer intent and seriousness. The management process gets you right into customers.
5. Lead Nutrition
As a business owner you should know that there is nothing like dead lead. Even though a lead may not buy at the moment, they may be future potential buyers. This is why lead nutrition is important in this process.
Can’t buy anything, but you can change their mind by giving a pleasant experience in whatever you wanted from them.
This can be through a blog-post, an e-book or something free to advocate your business.
In this process, you can understand why a lead is not interested in your products or services, which in turn allows you to get him / her interested. These types of leads are the largest part of your database – may be (those who are not immediately interested).
This category undergoes a nutritional process and may be ready to be sold from the other side.
The lead nurturing process involves sharing various materials with leads that they may find consistently interesting.
Engagement can be through social media, SMS, triggered email (or drip email) or email campaigns, WhatsApp campaign.
IN closing word about Lead Management Software:
The business world is becoming more competitive day by day. As a business owner, you have to be vigilant on all the sales and marketing strategies that can help you to gain more and more sales opportunities.
The dominant management process is in trending methods. The latter ensures that you give undivided attention to all your potential buyers.
It also helps you identify and follow the most potential leads ahead of your competitors, increasing their ability to buy from you.
Lead management software gives you the opportunity to think about being a “dead lead” and to turn potential customers on.
Generally, lead management will boost the power of your sales team, which in turn will improve the overall performance of your firm.