Lead Management refers to the way in which businesses handle prospective customers in the funnel between brand discovery and retention. A key part of the customer cycle; Lead Management optimisation is an essential part of converting leads to deal with the digital sales toolkit for any business; which is looking to boost sales and improve customer retention.
Lead management makes up part of the customer cycle, sitting in between the acquisition and sales portion of a business’s onboarding funnel. Referring to the method by which businesses capture and keep a prospective customer’s interest in their product or service, it is important that businesses consider the following when planning their lead handling process:
In essence, lead management encompasses every interaction between a lead and your brand.
Because Lead Management is such a wide-spanning part of the sales cycle, it is often split into four stages:
Lead management begins with lead generation: the activity from your marketing team that generates interest and engagement on your bottom line.
Lead handling is the sorting and assessing of prospects, which often includes ‘predictive lead scoring’: the process of analysing how likely a lead is to become a sale, assigning a percentage score, and the prioritising nurturing accordingly.
Lead nurturing is the stage of lead management that can take the longest, where your sales reps build a relationship with the prospect using audience analytics and personalised messaging to persuade the lead to go ahead with the sale.
Finally, the lead is either converted into Closed Won or Closed Lost. From this stage Lead Management process moves on to focus on retention, and simultaneously your collected lead data is analysed to inform strategies for new incoming prospects in the lead generation stage.
Lead management, while possible for a micro business to do manually, should always be automated using Lead Management software where possible. As your business expands, the velocity of prospects and audience data expands at an even more rapid rate. In order to be able to capture and utilise this valuable information about your audience, your business should be prepared with the necessary tools to capture sales from lead generation onwards. Therefore, analysing your sales data with lead management insights are imperitive for any business.
Lead management software has a number of benefits when compared to manual lead management:
In contrast, without lead management software, these are some of the challenges you can expect to face:
Optimiser’s Lead Management suite is an additional solution suite that integrates with the core CRM module. From a single platform, you can:
Optimiser’s Lead Management is right for businesses of any size. Outgoing spending on your subscription is surpassed by the elimination of resources being drained on low-intent clients and cold leads. No matter the industry you work in, your business will benefit from the increase of high-quality leads and their effective management while using fewer time and financial resources.
Optimiser is a comprehensive CRM software company, providing businesses a customisable solution to their personal goals for sales, productivity, and growth. Powerful integrated modules include lead management software, a B2B sales toolkit, automated marketing suite and more for sale under a single subscription. Try Optimiser’s CRM software demo with access to the full Enterprise Licence FREE for 30 days, and find out how you can skyrocket productivity in just one month!