Lead Management Systems Can Help You!

As we all know, leads are an important and integral part of any organizational sales process. The more the number of leads, the more is the possibility of sales closures and revenue generation. There are several lead generation activities such as advertisements, marketing activities, email campaigns, etc. that result in a large number of leads.

Managing and nurturing these leads is critical to any organization's sales team and a Lead Management System just does that. A successful lead management system incorporates several activities such as capturing the leads being generated, segregating the leads generated as per the relevant campaigns or activities, filtering the leads as per an organizations qualification criteria and labelling them based on the priority, automated response to the leads if required, assigning the leads to relevant teams for nurturing the lead and moving it forward to a closure.

It may be a few hundred leads or hundreds of thousands of leads, managing every lead is equally important for a business. Lead management system provides a structure or architecture for any business to manage leads effectively. This helps in automating several lead management activities significantly reducing the time to respond and act on a leads requirement. A classic example for this is managing the leads coming through websites. A lead management system consistently keeps track of leads demographic details, repeat visits vs. unique visits, specific areas of website being visited to derive the interest areas, amount of time being spent, etc. and qualifies the lead accordingly. This provides enough intelligence for the sales team to understand the lead's requirements and pitch in with an appropriate solution.

In the absence of a lead management system, all lead management activities are typically carried out by individuals. Although, this has been a traditional way, the current enhancements to technology require accurate and timely responses for better results. For any organization, there might be several lead generation, lead acquisition, lead distribution, lead nurturing and closure activities. Managing all these activities manually often results in inconsistency and loss of leads and revenue. To avoid such loss, it is essential to consolidate all lead generation and management activities under one lead management system. Optimizing lead management more often than not results in better ROI.

An effective lead management system is capable of segregating the leads, assigning a priority level, respond to a lead immediately and provide required analytics. The lead management system captures information such as the budgets; authority to make a decision, need and timelines of a lead's requirement assigns a priority level and distributes the lead accordingly. This immensely helps the sales team in setting up their priorities and following up with the leads.

On the other hand, Analytics provide mission critical information about the leads such as the number of leads generated as a result of an activity, number of leads assigned to a particular sales team, number of leads converted to sales, etc. This helps analyze the cause of success or failure of a campaign and allow better planning. A lead management system provides several analytics that enable optimized lead management. With these and many more advantages, an efficient lead management system will increase the conversion ratio of leads into revenue and provide a better ROI.