In today’s competitive business environment,
enterprises need to attract new customers to stay ahead of the competition.
However, trying to reach new customers is not an easy task since not every lead
turn into a winnable opportunity and not every opportunity turn into a sale.
Hence, what sales team need is a better understanding of good and bad leads to
filter out the bad from the good, nurture the potentially qualified leads so
that they become sales ready. Since the process of managing leads is extremely
complicated and laborious what is required is effective lead management to
speed up the sales process.
Wikipedia describes lead management as “methodologies,
systems, and practices designed to generate new potential business clientele,
generally operated through a variety of marketing techniques.” In short, it
refers to the entire business process and practices in an organization directed
towards acquiring new customers, retaining existing customers, and establishing
a brand reputation.Lead management is a complex process consisting of lead
generation, capturing lead intelligence, filtering leads and distribution of
qualified leads to the marketing team for lead nurturing and high priority
leads to the sales team for conversions.
The most important aspect of lead management is not the quantity of leads but quality of leads. A good lead is the one that is ready for sales and results in profit for the company. Hence, more and more enterprises are using lead management software to prioritize and organize their leads.
Here is a look at some of the advantages of installing a best of the breed lead management software solution.
Captures leads generated from marketing campaigns resulting in website visits and converts anonymous website visitors into leads
Unmatched lead insight using unique data mining and business intelligence technology, including identification of website visitor intent, resulting in enriched leads
Automatically scores and prioritizes leads based on pre-defined parameters related to activity, interest and intent
Enables personalized and intent driven lead nurturing program aimed at building relationships and bringing prospects close to sale-readiness
Integrates with existing CRM systems thereby aligning Marketing and Sales' efforts and offers a common platform with a consolidated view of the prospects.
Cost-effective collaboration opportunities with partners and affiliates, along with one-click integration with existing social networking platforms
Provides an understanding of the effectiveness of the marketing strategies and channels, helping make appropriate decisions to improve overall performance, optimize cost and increase ROI.
Thus with good lead management software in place enterprises can easily ensure that their sales team is productive.
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