Lead management provides the flow between marketing and sales so that a company can maximize revenue through increasing the number of sales ready leads. This comes from either new business and/or existing customers. One component of a lead management program is the software. This helps automate the tracking, scoring and nurturing of leads. Its something that sits at the top of the funnel before a CRM system – where sales conversions happen. Instead of inquiries and suspects flooding your CRM for sales … a lead management system catches them, assesses them and decides if they are sales ready or not. If not, it will nurture them until they are sales ready. The majority of people/companies visiting your website will not be in the buying mode- they are just researching. However, they will buy from someone over the next 24 months. This is where nurturing comes in. Nurturing is about staying top of mind with relevant content to the prospect so that when they are ready to buy, your company’s name will be top of mind.
So what’s the big deal with the process – why change? Well as you can see, its very costly not to… and the revenue upside is substantial. 100 raw leads - meclabs cso insights – 20% Marketing profs 80% Jonathan Block of Sirius Decisions – automation and process A 366% increase in sales accepted leads A 416% increase in closed deals $570,000 in more revenue (based on an average selling price of $150,000)
If you increase the number of qualified leads sent to sales, revenue will increase – that’s the definition of lead management and its been proven by LeadLife customers.
Combining Lead Management Expertise & Marketing
Automation Technology to Increase Sales Opportunities
Brawn + Brains
Marketing Automation Technology Powered by Experts
What is Lead Management?
Email, Adwords, Banners, Webinars, Offline Events
Sales Ready Leads
Lead Management provides a
flow between marketing and
sales so that your company can
maximize revenue by
increasing the number of sales
Technology allows marketers to
automatically track, score,
prioritize and nurture leads.
Lead Nurturing is staying top of
mind with relevant email
content. Once prospects are
ready to buy, your company’s
expertise will be top of mind.
What is Lead Management?
› One component of a lead management program is the software.
Marketing Automation technology helps automate the tracking, scoring
and nurturing of prospects.
› Develop a lead management process to align your sales and marketing
teams. Define a common “sales ready lead” criteria for the best quality
› Segment your leads and/or set up lead scoring criteria to better qualify
sales opportunities. Send qualified lead data to sales teams in real time
using sales rep alerts.
› Build automated nurturing campaigns with targeted content that drives
your prospects through the sales cycle.
› Integrate with your CRM system to flow leads to sales and track
Spreadsheets / CRM Database
Basic Lead Management Process
› Existing legacy lead management process
• For every 100 raw leads, only 4 to 7 are ready to buy.
• Sales teams are spending 20% of their time generating
leads, not selling.
• 80% of leads that are generated by marketing are not followed
› New lead management process combined with technology
• Best-in-class companies using marketing automation experience
a 107% better lead conversion rate.
• 44% of marketing automation users said that a lack of defined
lead management process was their main obstacle to success.
• 416% increase in closed deals
– $570,000 in more revenue (based on an average selling price of $150,000)
*Statistics provided by: Meclabs, CSO Insights, Marketingprofs, SiriusDecisions, Aberdeen
• Capture and score all leads
• View all leads on one
• Track ROI for each campaign
Promote leads to
Lead Process with Scoring & Nurturing
Bottom Line Results
Increased revenue by 150%
Increase in qualified leads by 78%
Decrease in sales cycle from months to weeks
Increase first call contact success rate by 85%
Decrease in cost of sales by 10%
Improved conversion rates up to 3x
60 day ROI
LeadLife customers have found:
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