Leads can be generated in different ways, and most businesses are missing the step when it comes to managing the sales leads. Your sales pipeline and your capacity to hit revenue target all begins with proper lead management. Here are some steps you can follow to manage leads effectively
Track the lead source
Lead source is the primary platform where the lead comes from. In other words, it is the platform where the leads discover your product. If the user saw a Google text ad and became a customer, then the lead source is Google text ads.
It is essential to track the lead source, it helps you to understand what worked and what didn’t. You can plan your nurture campaign based on that. Determining the lead source will help you to know how many times you need to touch your customer and what order of upbringing will work.
Use an effective lead management software.
For best lead management, you need to provide your employees with a sales leads management software. With the lead management software, you can store the lead’s details, manage large data, automate lead capture, prioritize leads, and perform all other sales activities.
With a lead management system, you can automate additional workflows, and get sharper insights with its advanced tracking capabilities.
Distribute leads quickly
Lead distribution or lead allocation is the process of assigning the leads to the correct sales rep.
Studies shows that the sales close is high if you respond within 24 hrs of prospects contacting you. By this quick response, you can make your organization distinguish from your competitors. The first step of contact should not be a general automated mail, it should be more personalized mail or a phone call from the SDR.
CRM platforms like Freshsales will help you to distribute the leads effectively.
Nurture your leads
Lead nurturing is the process of maintaining a relationship with the buyers in each stage of the funnel.
You can’t expect your leads to get converted into customers in their first step, and they need to be nurtured properly. Depending on the product and service, you provide a proper nurture plan has to be generated. With this nurture campaign, you need to get in touch with your prospects multiple times and be able to push them through the funnel.
Score your leads
When it comes to generating a new lead, quality matters more than the quantity. Lead scoring is the method of giving a score for the leads based on the likelihood to convert into customers. In other words, the lead score is the worthiness of leads.
You can prioritize your leads based on the lead score, and you can develop a different nurture plan for different category of lead scores. Lead scoring helps to concentrate more on the quality leads instead of wasting time on low-quality leads.
Lead segmentation is the process of segmenting the leads into smaller groups. You can segment the leads based on the demography, geography, attitude, and interest.
With this segmentation, you can set-up a different marketing automation workflow, and nurture leads with relevant content and personalized emails. With this lead segmentation, you can assign the correct leads to the right sales development reps.
Determine what you need to measure and why you need to measure. With the proper tools, you can estimate the cost per lead, acquisition cost, sales insights, lead scores, and all other essential metrics. This information will help to calculate the return on investment of your campaign and concentrate on the actions and prospects that will build your business pipeline.