Why Use Lead Management?

sales leadThe average business capitalizes on only a small percentage of it’s leads each year – sometimes less than 10%. In addition, many businesses are not taking full advantage of the additional revenue possible from leads they may already have (e.g. from past customers, partners, etc)!  Unless you’re using some type of lead management tool you are almost certainly not realizing all the sales revenue you should be!

Like the majority of businesses out there, your sales success is your number one goal. And in order to grow you need to be successful at marketing (i.e. lead generation), lead management (i.e. nurturing) and sales (i.e. converting opportunities to revenue). With e-marketing being the most cost-effective way to gather leads, optimizing your website (or landing pages) for lead capture and automatic follow-up is absolutely essential to your success. A good lead management tool will help you collect information from your website visitors and automatically organize and follow-up so you close more deals.

Managing your sales activities is also a time-consuming, administrative task that many salespeople complain about. Instead of selling, they’re spending countless hours keeping track of contacts, phone calls, emails, meetings, etc. and usually don’t even follow-up on leads that aren’t ready to buy something right now. With lead management software, day-to-day tasks are simplified using pre-written email templates, automatic reminders, and simple Outlook integration. Leads that aren’t ready to buy now (but might in the future) are added to an automatic  lead nurturing track where they receive regular email every few weeks or so. Your sales team then contacts them only after they are ready to buy. Everyone works more efficiently and every lead is followed up with which (in the end) means your business grows.

When implementing a lead management program;

  • Make sure ALL leads are put into your CRM database.
  • Keep track of each lead source to evaluate marketing ROI.
  • Segment your leads (by industry, job function, etc) so you can provide relevant information.
  • Automate the process so you can spend more time closing those critical sales opportunities.
  • Nurture leads who aren’t ready to buy now but may become a customer sometime in the future.
  • Make sure every lead is assigned to an account manager who is responsible for its progress.

These days most people aren’t ‘purchasing’ software; they’re licensing an online service (e.g. software as a service – SaaS).  Don’t sign a long-term contract.  If you’ve signed a long-term contract and the software isn’t a good fit then you’re stuck with something that won’t be used. Find a company that will consult with you and take the time to gather information about your company, customize the software to fit your business needs and devise a plan to help implement the new system so that all departments are utilizing it.

– Steve  (http://LeadMaster.SPMsolns.com)

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