What Is Lead Management?

Lead management is the process in which leads acquired through various channels are tracked, qualified, and nurtured so that they can be converted into new business opportunities. It is essential to capture leads and convert them into paying customers for any business to grow. An effective lead management system helps to get a complete picture and move your leads through the sales pipeline driving more sales.

Challenges With Lack Of Lead Management

Without a proper lead management system in place, businesses struggle to keep track of and convert leads as they have to spend time manually updating data, hunting for new leads, manually assigning leads, etc. Some of the challenges that occur due to a lack of lead management are:

• Lack of Visibility into Leads

• Lack of Lead Nurturing

• Manual lead qualification and Assignment

• Lower Lead Conversions

• Leads data duplication

Benefits Of Using A Lead Management CRM System

1. Automate Lead Generation & Scoring

Generate and capture high-intent leads from various channels like web forms, email, social media, phone, landing pages, etc. into the CRM. Engage with your leads by responding to them directly from the CRM. Scoring rules let you focus on leads that are likely to convert faster. You can assign higher scores to leads you want to concentrate on.

2. Automate Lead Distribution

After the lead acquisition, you can automatically assign leads to salespersons using predefined workflow rules based on product, geography, or industry. This ensures that leads are assigned to the right person and you don’t miss out on conversions.

3. Improve Productivity

Lead Management CRM system improves team productivity as they don’t have to spend time on manual tasks like updating leads and contact information. An effective CRM is able to store customer and leads data like demography, social media behavior, preferences and interest, industry, etc. This also ensures that the data is highly accurate with no duplication. Sales and marketing teams can spend more time on productive tasks that bring the most value to the organization.

4. Nurture More Leads

An effective lead management CRM system brings visibility into leads and lets you know the status of all the leads in the pipeline. Not all leads are equal, some are ready to buy your products/services right away while some leads require more nurturing before they make a purchase. Using a CRM system, you can engage customers through personalized content and offers during every step. Nurtured leads are more likely to convert into sales which lets you improve conversions and boost revenues.

Engage. Acquire. On-board. Serve.

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