Telemarketing Software Featured Article

Need to Improve Lead Management Process? Be Consistent

September 21, 2015
By Michelle Amodio - Telemarketing Software Contributor

In order to sell effectively, you need effective leads, therefore you need a solid lead generation process in place. Lead generation is the discipline of proactively creating, nurturing and discovering interest among prospective buyers for the solutions you offer. Once you have those leads, managing them can perhaps be a bit overwhelming, but it’s really rather simple. The management process should be about consistency, at least according to lead generation experts VanillaSoft.

According to a recent blog post, creating a written protocol for staff to follow is a sure first step, but in order to manage leads effectively, they should be parceled out. A qualified sales lead is different than a qualified marketing lead. For example, marketing qualified leads aren’t yet ready for a sales follow up, whereas sales qualified leads are ready to go. It’s imperative that staff be consistent in this process or else leads can fall through the cracks, or worse, be lost forever.

Consider this: your busy office gives leads to your sales pros daily. While the sales staff may be good at what they do in closing a sale, all too often the buyer isn’t quite ready and might need some more time. If you’re generating leads faster than you can say lead management, it’s quite possible that existing leads will die on the vine. Even worse, they can fall into the hands of your competitors. Without a consistent lead management system in place, the growing number of prospects will be less so.

“The success of a good lead management plan relies on the development of repeatable processes, shared templates, and definitions,” writes VanillaSoft, and nothing could be more true.

Lead management becomes more complex as companies scale.  Think of it this way: 200 leads is a lot different than managing 2,000 or 20,000 or even 200,000. When leads turn into customers, businesses must continue to nurture those relationships. Once again, it is about consistency. Consistency is key to maintaining high levels of customer satisfaction and sales efficiency.

Businesses of all sizes can benefit from a good lead management system. It can greatly increase sales opportunities by successfully collecting, managing and tracking new, existing and prospective customer data.

Besides the marketing benefits, consistent lead management can have a huge impact on the bottom line.

Edited by Rory J. Thompson