B2B marketers should be familiar with lead generation, as most rank lead generation as their top goal. Let’s delve deeper into how effective strategy powers the entire lead generation process for more successful outcomes.
Lead Management: 5 Steps
Let’s look at how marketing drives all 5 major stages of lead management:
1. Lead Capturing
Leads can be captured from various sources, such as customised web forms on your landing pages/ website, social media, email campaigns, or even events.
Using an effective CRM, you don’t have to enter leads into the system manually. This saves time and ensures all leads are captured and stored centrally.
2. Lead Tracking
Once leads are captured, you can track them throughout the sales funnel with the help of a CRM. That way, you know which leads have been contacted and can assign sales reps to contact those needing a follow-up.
You’ll also know which ones are ready to be converted into customers. This insight helps prioritise sales efforts and prevents leads from falling through the cracks.
3. Lead Qualification
Looking to ditch poor leads and warm up to quality leads? By assigning lead scores across different criteria like demographics, behaviour, and engagement, CRM directs your focus on your most promising leads, which improves sales outcomes.
4. Lead Distribution
You can distribute leads to your sales team based on geography, expertise, or other factors.
This ensures that each lead is assigned to the best-suited salesperson, increasing the chances of conversion.
5. Lead Nurturing
Nurture leads by sending targeted messages, tracking their behaviour, and automating follow-up tasks.
This keeps leads engaged and interested in the product or service, increasing the likelihood of converting them into customers.
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This article is originally published by Efficy:
Efficy is a leading European Customer Relationship Management (CRM) solution that offers businesses of all sizes a complete, flexible, customizable, and scalable software platform. With products for marketing automation, sales, project management, customer service, and customer nurturing, Efficy provides a comprehensive solution to support business growth. Currently, the platform is used by over 300,000 users from 60 countries. Headquartered in Brussels and with more than 500 employees working in local offices across Europe and Hong Kong, Efficy’s mission is to help companies transform customer data into valuable insights while simplifying their employees’ work. Whether on-site or remote, Efficy is committed to contributing to the success of every company.
