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Lead Management System For Your Business

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Manage leads efficiently with a powerful lead management software

Every business, big or small, depends on leads. For businesses to grow, you have to convert leads to loyal customers. And to do that right, you need to get complete visibility into sales and marketing leads in an organized manner. In this page, learn everything you need to know about lead management and how a lead management software can help convert leads into customers.

The Lead Management Process

A successful and efficient lead management process includes the following five steps.

Step 1: Lead capturing

During the lead generation activities, there are various means to reach potential buyers, such as email, website, social media, webinars, and paid ads. A good lead management software ensures that every lead is automatically fed into the CRM system from web forms, emails, and chat, preventing prospects from falling through the cracks.

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Step 2: Lead enrichment & tracking

Be it sales or marketing operations; your teams shouldn't be wasting time hunting for information on each lead or manual data entry.

A software with lead management functionality automatically populates a lead's profile with publicly available information such as their job title, location, timezone, company name, and social media profiles. It can track a lead's activities on your website—pages visited, links clicked, resources downloaded—and email engagement.

Step 2: Lead qualification

One way to effectively qualify leads is through a contact scoring model—a model that ranks your contacts based on their interest in your product or service, demographic information, buying journey, and engagement with your company.

The predictive scoring model helps you prioritize contacts you interact with by going through historical data and assigning a score to every contact based on factors like job title, website behavior, and engagement with your company.

Your team can easily identify the right leads and invest their time in making a sale. A lead management software with AI-powered contact scoring capabilities will be highly cost-effective and beneficial for your sales and marketing teams.

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Step 4: Lead distribution

The sooner your sales reps contact leads, the more likely they are to win them over. Manually assigning a high volume of leads to the right sales reps can be time-consuming and delay lead response time.

A sound lead management system automatically assigns leads to salespeople across territories on a round-robin basis, assigns phone numbers to territories, and transfers calls to sales teams.

This way, your sales team can prioritize assigned leads instead of manually searching for new leads in the CRM system. With lead management software, you can also generate reports to identify the territories that bring in the most profit, sales reps who are meeting targets, and potential sales areas to improve.

What does LeadSquared offer?

Lead Capture

Capture leads from all sources – website, Facebook, Google, lead providers, referrals – onto one platform with zero leakage.

Quality Score

Auto-qualify marketing leads based on quality score criteria before passing them onto the sales team.

Lead Distribution

Easily track and distribute leads between your teams based on requirements or other dynamic criteria

Marketing-automation-1

Set an omnichannel marketing automation strategy to nudge new leads to conversions. And drive loyal relationships with customers.

Engagement Scoring

Score a lead’s engagement in real-time based on actions they take. Like – website visits, email opens, link clicks, inquiries etc.

Built-in Dialer

Track and record conversation your agents have with prospects to ensure high compliance and productivity.

Challenges with lack of lead management

Manually hunting for leads, updating your database, typing out emails, and following up can get exhausting, especially if you are looking to expand your business. Without an efficient lead management system, you will find it hard to identify lead leakage.

Lack of visibility into leads

Customers often have poor experiences because sales and marketing teams cannot view customers as a total of their touchpoints.

Manual lead qualification

Your team doesn't have a process or methodology like ranks and scores to qualify and unqualify leads, thereby losing productivity.

No insight into lead’s activities

You aren’t tracking the prospect’s activities on your website, product, and email; losing your potential buyers.

Difficult to convert leads

Your sales and marketing teams miss follow-ups, send delayed responses to queries, and test prospects' patience.

Lack of lead nurturing

Your team does not understand the prospects' requirements and hence are unable to send timely emails and build lasting relationships.

Duplicate leads

Your CRM or spreadsheet is filled with duplicate lead entries, which might result in essential leads slipping through the cracks.

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