Your Lead Management Cheat Sheet

Your Lead Management Cheat Sheet

The easy part is over. You have identified promising prospects, completed your initial outreach, and begun to move leads along the customer lifecycle. Now comes the hard part. How do you convert these potential customers into sales?

The key to sales conversion is leveraging appropriate lead management tactics. Here’s a look at some of the strategies every marketer and sales person should employ in order to effectively manage leads and close the sale.

  • Rely on CRM Software: With the correct customer relationship management (CRM) software in place, businesses can more accurately track prospect interactions and the progress of leads. Moreover, salesmen can share this information in real time with their colleagues.

  • Categorize: Some of your leads will be ready to buy during the initial conversation; others will need to be nurtured for several more sales cycles. To streamline the lead management process, categorize your prospects—differentiating between contacts, active leads, long-term leads, and customers.

  • Practice Q&A: According to a survey completed by Forbes Insight, 58% of buyers report that sales representatives are unable to answer their questions effectively. As you perfect your pitch, consult with your marketing and operations teams to make sure you have the answers to any potential questions that could arise during the sales process.

  • Automate: Whether it means automating a lead nurturing email or your lead scoring process, investing in marketing automating software that can make your sales and marketing teams appear larger in size—freeing you up to actually close the deal.

The easy part is over. You have identified promising prospects, completed your initial outreach, and begun to move leads along the customer lifecycle. Now comes the hard part. How do you convert these potential customers into sales?

The key to sales conversion is leveraging appropriate lead management tactics. Here’s a look at some of the strategies every marketer and sales person should employ in order to effectively manage leads and close the sale.

  • Rely on CRM Software: With the correct customer relationship management (CRM) software in place, businesses can more accurately track prospect interactions and the progress of leads. Moreover, salesmen can share this information in real time with their colleagues.

  • Categorize: Some of your leads will be ready to buy during the initial conversation; others will need to be nurtured for several more sales cycles. To streamline the lead management process, categorize your prospects—differentiating between contacts, active leads, long-term leads, and customers.

  • Practice Q&A: According to a survey completed by Forbes Insight, 58% of buyers report that sales representatives are unable to answer their questions effectively. As you perfect your pitch, consult with your marketing and operations teams to make sure you have the answers to any potential questions that could arise during the sales process.

  • Automate: Whether it means automating a lead nurturing email or your lead scoring process, investing in marketing automating software that can make your sales and marketing teams appear larger in size—freeing you up to actually close the deal.

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