LEAD MANAGEMENT PROCESS
We can define leads in many ways
Leads are what drive a business and if you have problems generating them or even managing them, don’t be surprised if your business shuts down eventually. 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. It is a potential customer/potential Sales contact/potential Sales opportunity. It may be an individual or a company that shows interest on your products/good/services.
How leads are generated?
Leads are generated in many ways like from existing customer, referrals, through web, through online advertisements, TV advertisements, online advertisements, Campaigns and direct customers. Sales reps will follow up with leads and they convert lead as an opportunity. To convert lead as an opportunity some criteria is required based on company.
Lead Management functionality and usage.
Lead Management is one of the key functionalities to improve business. As part of marketing cloud Campaign, Management & Lead Management functionalities help customers to get more leads and to get more sales and thus close more deals
Lead is one of the standard object provided by Salesforce and this object having attributes like Name, Industry, Status, Owner, Campaign, Company, Address and Annual Revenues
Lead status will change based on their interest. Status like Open-Not Contacted, Working-Contacted, Closed-Converted and Closed-not converted and also customers can create their own status based on their needs.
FOLLOW THESE BEST PRACTICES FOR LEAD MANAGEMENT
- Identify the ideal lead
- Attract your leads
- Position marketing and sales team accordingly
- Nurture your leads
- Filter your data
- Look for feedback