5 ways lead management makes a difference


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5 ways lead management makes a difference

  1. 1. B 12 Leads <ul><li>5 ways Lead management makes a difference </li></ul>
  2. 2. Poorly Managed Leads <ul><li>80% of Leads that are poorly managed end up ignored, lost or discarded. (gartner) </li></ul><ul><li>Further studies reveal 70% of all leads will buy. (gartner) </li></ul><ul><li>Do you know how many leads get to the right salesperson? </li></ul><ul><li>How many get followed up? </li></ul><ul><li>You should do </li></ul>
  3. 3. Make sure your Leads are not lost <ul><li>Success of marketing and lead generation efforts lie in the hands of your sales team. </li></ul><ul><li>Must receive the lead, in a timely fashion </li></ul><ul><li>Otherwise your efforts redundant. </li></ul><ul><li>Using excel sheets, forwarding leads by email is no way to run a lead management process. </li></ul>
  4. 4. Ensure Sales respond quickly <ul><li>Every minute that passes, the interest level goes down exponentially. </li></ul><ul><li>Respond to prospects asap. </li></ul><ul><li>If you have a system, then you can ensure the timely routing of leads to sales people. </li></ul><ul><li>Sales can follow-up with the hottest leads whilst they are still hot. </li></ul>
  5. 5.   Centralise your leads and contacts <ul><li>Profit from a centralised source of prospects and leads. </li></ul><ul><li>Employ lead nurturing programs </li></ul><ul><li>Weed out the windows shoppers from the serious buyers.   </li></ul><ul><li>Instigate a proper qualification process. </li></ul><ul><li>Lead nurturing strategies, not effective without a system in place </li></ul>
  6. 6. Make Sales decisions with facts <ul><li>Need visibility of your sales teams and pipeline performance </li></ul><ul><li>Without means you don't have the facts to act upon. </li></ul><ul><li>Track every lead, channel and campaign </li></ul><ul><li>Determine the effectiveness, and analyze the probability of winning deals. </li></ul><ul><li>Identify areas where the sales process may have gone slow or awry </li></ul><ul><li>Devise plans how to eliminate the bottlenecks. </li></ul>
  7. 7. Don’t lose out to your competitors <ul><li>Companies that employ good lead management increase revenue by over 10%. </li></ul><ul><li>Be Faster, More Responsive and Accountable </li></ul><ul><li>Ensure your doing your best to beat your competitors to those deals. </li></ul><ul><li>With 70% of your leads eventually making a purchase, there is no reason they shouldn’t be purchasing from you. </li></ul>
  8. 8. Familiar problems <ul><li>Can’t easily capture leads </li></ul><ul><li>Lead assignment is time consuming and difficult </li></ul><ul><li>Too many duplicate leads </li></ul><ul><li>Response time to new Leads is poor </li></ul><ul><li>No sales process; everyone does their own thing </li></ul><ul><li>No workflow – salespeople waste time unsure what to do next </li></ul><ul><li>No process to follow-up </li></ul><ul><li>No tracking of leads or their pipeline status </li></ul><ul><li>Not learning from your successes and failures </li></ul>Address these issues Try B12 Leads free for 30 days – www.B12Leads.com