CRM LeadLead Lead refers to a prospect or potential customer (who can be an individual or organization) that exhibits interest in your service or product; or any additional information about such entity. Management Software: Turning Leads into Opportunities
The right lead management software assists you by converting a higher number of leads into real business opportunities.
What is Sales LeadSales Lead Sales Lead is a potential consumer of your company’s product or service who have 1) expressed interest in your offerings, and 2) shared contact information. Management?
Sales lead management describes the overall lead qualificationLead Qualification Lead Qualification is the process of determining whether a potential customer has the characteristics of your company’s ideal client (such as sufficient purchasing ability and a higher likelihood of buying your product). process by which potential customers are identified, educated, engaged, qualified, and passed on to sales to be converted into sales opportunities.
Alignment with BuyerBuyer A buyer is an individual or organizational entity that purchases a product or subscribes to a service. Profile
Your company should have already established an ideal buyer profile for your products and services. Using this buyer profile, you can then qualify leads and lead sources so that you obtain maximum ROI for your leads.
Qualification
As leads come in, they are of course going to have to be qualified. Again your buyer profile comes into play with questions such as:
- Does the prospect company have the pain points that will cause them to want our productProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. or service?
- Do they have the budget?
- Are they looking to buy within a reasonable time frame?
- Does the buyer have the authority to authorize the purchase?
Answers to questions such as these not only make for lead qualification or not, but also contribute to the ranking of that lead. Its ranking will give it the proper priority as it moves through the pipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process. as an opportunity.
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Lead Management Software: CRM
Today business occurs at lightning speed and any business including yours must keep up. The lead management process is best automated through a CRM solutionSolution Solution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges. which rapidly assists in qualifying, ranking and properly routing leads at a proper speed.
A CRM through which leads can be assigned, routed and converted to opportunities is best if it is visual so that anyone monitoring or looking over the lead situation can get an instant grasp on the overall lead situation, and whether or not leads are adequate or in short supply.
The right CRM also ensures that lead sources can be evaluated, and leads themselves can be evaluated for viability and profitabilityProfitability Profitability is the potential, degree, metric, ability or relative efficiency of a business to yield financial gain (i.e., profits) after all relevant expenses and costs have been deducted.. A constant, realtime view of lead management is always available.
Leads are expensive – make sure you make the most of your investment with a CRM that is an effective lead management software as well.
