The process of getting your leads to the right place

There’s a lot going on behind the scenes, but remember, lead management is about:

  • Capture – Collecting leads (through forms, lead lists, and social media), then storing the information in your database.
  • Qualifying – figuring out whether they’re ready to engage with you or not. And if they’re not ready, nurturing them with content that helps them get acquainted with you.
  • When they’re ready to engage, distributing the lead to the sales resource who can best help them.
  • Using analyticsreporting on how successful you’ve been and what’s driving sales.

Lead Management

Benefits of Lead Management

Using Lead Management improves sales and marketing efficiencies, and generates more business. Numbers vary, but as many as 80% of leads generated by marketing do not receive follow-up. In many cases leads are ignored by sales because they’re unqualified. In other cases, leads don’t receive the information that helps them choose your products or services.

A good lead management system addresses these issues and more.

  • Money and time is saved by no longer using manual processes to capture and distribute leads.
  • Leads are qualified – sales people and resellers will pay attention, and close rates will increase due to focus on sales-ready leads.
  • Leads not ready to purchase will automatically receive information that helps them make a decision, reducing marketing costs and increasing sales conversions.
  • Leads are quickly delivered to the right sales person, meaning faster and more accurate follow-up and a shorter sales cycle.
  • Knowledge is developed showing which marketing programs generate sales and which waste money.
  • Lead Management works. Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months (Source: Gartner Research).