FOLLOW THESE BEST PRACTICES FOR LEAD

MANAGEMENT

HERE

WE GO…

CONTENT

1. LEAD MANAGEMENT

2. IMPORTANCE OF LEAD MANAGEMENT

3. BEST PRACTICES OF LEAD MANAGEMENT

a. ATTRACT YOUR LEADS

b. POSITION MARKETING AND SALES TEAMS ACCORDINGLY

c. NURTURE YOUR LEADS

d. AUTOMATE

e. FILTER YOUR DATA

f. LOOK FOR FEEDBACK

g. CONCLUSION

LEAD MANAGEMENT

LEADS ARE WHAT DRIVES A BUSINESS. LEAD MANAGEMENT IS A SET OF

PRACTICES & METHODOLOGIES DESIGNED TO GENERATE NEW POTENTIAL

CLIENTS FOR A BUSINESS.

ALONG WITH MARKETING, BRAND DEVELOPMENT ADVERTISING & SALES -

THE MAIN OBJECTIVE OF AN EFFECTIVE LEAD MANAGEMENT INITIATIVE IS

TO GENERATE REVENUE FOR A BUSINESS & INCREASE ITS VISIBILITY.

IMPORTANCE OF LEAD MANAGEMENT

• LEAD MANAGEMENT IS A VERY IMPORTANT PROCESS. IN FACT, IT’S JUST

AS IMPORTANT AS GENERATING THEM. POOR LEAD MANAGEMENT IS AS

GOOD AS NOT HAVING ANY.

• SO, HOW DOES A BUSINESS MAKE SURE THEIR EXISTING LEADS PROVIDE

THE VALUE THEY ARE LOOKING FOR? WELL, THERE’S ONLY ONE WAY

AND IT’S THROUGH THE STRUCTURED AND SYSTEMATIC APPLICATION

OF BEST PRACTICES.

BEST PRACTICES OF LEAD MANAGEMENT

• THERE’S ONLY ONE WAY AND IT’S

THROUGH THE STRUCTURED AND

SYSTEMATIC APPLICATION OF BEST

PRACTICES. BY APPLYING THESE BEST

PRACTICES, YOU CAN NURTURE YOUR

LEADS AND TURN THEM INTO PROPER

OPPORTUNITIES THAT SALES CAN

LEVERAGE TOWARDS THE END OF THE

CYCLE.

• HERE ARE SOME OF THE BEST PRACTICES

THAT WE’VE BEEN TALKING ABOUT.

A. IDENTIFY THE IDEAL LEAD

• ONE OF THE FIRST THINGS TO DO WITH REGARD TO LEAD MANAGEMENT IS TO

MAKE SURE YOU KNOW WHO YOUR IDEAL LEADS ARE. THIS INVOLVES FIGURING

OUT THEIR INTEREST, PAIN POINTS, PREFERRED COMMUNICATION

METHODS/CHANNELS, AND THEIR EXACT POSITION WITH REGARDS TO THE

BUYING PROCESS.

B. ATTRACT YOUR LEADS

ONCE YOU KNOW WHO YOUR PERFECT LEADS, START ATTRACTING THEM WITH

THE KIND OF CONTENT THEY WOULD ENGAGE WITH. FOR INSTANCE, A RECENT

STUDY FOUND THAT BLOGGING WAS ABLE TO GENERATE AROUND 67% MORE

LEADS.

OF COURSE, YOU MIGHT FIND THAT THERE ARE OTHER MARKETING TACTICS

THAT WORK BETTER FOR YOU. BUT, THE POINT HERE IS THAT BY PROVIDING YOUR

CUSTOMERS WITH WHAT THEY WANT, YOU ARE CREATING OPPORTUNITIES TO

INFLUENCE THEIR DECISIONS.

C. POSITION MARKETING AND SALES TEAMS ACCORDINGLY

• THE MARKETING AND SALES TEAMS ARE YOUR TWO MOST VALUABLE ENTITIES.

THEY NEED TO BE AWARE OF STRATEGY AND TACTIC IN PLACE. SO, MAKE SURE

THAT THERE IS A KIND OF MUTUAL AGREEMENT BETWEEN THEM THAT ALLOWS

FOR THE EFFICIENT WORKING OF A LEAD.

• FOR EXAMPLE, YOU CAN ESTABLISH A CENTRALIZED LEAD DATABASE THAT

BOTH TEAMS HAVE IMMEDIATE ACCESS TO. THIS WILL ALLOW THEM TO GAIN

INSIGHTS THAT THEY CAN EXPLOIT IN A COORDINATED FASHION.

D. NURTURE YOUR LEADS

• NURTURING YOUR LEADS INVOLVES ESTABLISHING RELATIONSHIPS WITH KEY

PROSPECTS AND RETAINING THE LESSER QUALIFIED ONES FOR EVENTUAL

OPPORTUNITIES. IRONICALLY, MOST BUSINESSES TEND TO FORGET THIS

PRACTICE COMPLETELY. DON’T MAKE THIS MISTAKE.

• THE OTHER THING TO REMEMBER IS THAT LEAD NURTURING MUST CONTINUE

UNTIL YOU’RE SURE THAT THEY ARE PERFECT LEADS.

E. AUTOMATE

• AUTOMATION IS A NECESSITY FOR BUSINESSES THAT ARE ON THE PATH TO

EXPANSION. HOWEVER, IF YOU’RE A SMALL BUSINESS, YOU MIGHT FACE THE

DILEMMA OF HAVING TO CHOOSE BETWEEN CHANGING AN INEFFECTIVE

PROCESS AND AUTOMATING. WE SUGGEST YOU CHOOSE THE LATTER OPTION.

• IN THIS CASE, IT IS FAR MORE EFFECTIVE TO SIMPLY REBOOT YOUR APPROACH

WITH THE PROPER TOOLS.

F. FILTER YOUR DATA

MAKE SURE YOU ONLY HAVE HIGH-QUALITY TO RELY UPON. DO NOT WASTE TIME

AND RISK FAILURE BY HOLDING ON TO DATA THAT IS NOT RELEVANT.

G. LOOK FOR FEEDBACK

CONTINUE GAINING INSIGHTS EVEN AFTER THE CLOSURE OF A DEAL BY

ESTABLISHING A FEEDBACK SYSTEM/MECHANISM. THE FEEDBACK THAT YOU

COLLECT WILL HELP YOU STREAMLINE THE LEAD MANAGEMENT PROCESS EVEN

FURTHER.

CONTENT SOURCE

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