In this workshop, Clarissa Steinhöfel from Teamleader CRM will share her insights and learnings on smarter lead management. She'll explain exactly how to structure your lead process, how to register your leads correctly and why it's essential to analyze your reporting. From good practices, to the biggest mistakes in lead management to concrete case studies - learn what you need to know to keep all those fish you catch from slipping out the net. Topics: - case studies of lead management gone wrong - examples of sales funnels - how to understand your business' needs - the biggest misconceptions - how to choose the right tool for you - examples of good practices

1. Managing your leads
Keeping your fish in the net

2. 2
All-in-one
✦ CRM
project management
invoicing
—> stay organized
—> build better relationships
—> collaborate

3. 3

4. 4
—> Increase growth
What are your goals for your
company or organization?
—> Increase sales

6. For most marketeers, between
5% and 10% of qualified leads
convert to customers.

7. What are the biggest mistakes
in lead management?

8. 1. NO PROCESS
8
What are the biggest mistakes in
lead management?

9. 2. IMPROPER LEAD
REGISTRATION
9
What are the biggest mistakes in
lead management?

11. 11
3. NO REPORTING
What are the biggest mistakes in
lead management?

12. SUMMARY
12
1. No process
2. Improper lead registration
3. No actionable reporting

13. 13
• Does this lead have a problem that we can solve with our
products or services?
• Is this lead actually able to pay for our product or service?
• How is your lead currently (not) solving his problem?
• Is there a willingness to change?
• What can the lead offer us in terms of references, network,
word-of-mouth advertising, partnerships?
Setting up a process:
A - Qualification

14. Setting up a process:
B - Lead journey
14
TIP CONSIDER SCALABILITY
FROM THE BEGINNING!
New Lead > Qualified > Negotiation > Offer > Won / Lost

15. Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing
automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail Virtual
Planned,
long call
B. Follow-up, advice
and illustrate
A. Virtual demo
in-depth
B. Face to face
A. Webinars B. Touchless C. Blog
D. Face
to face
Intuo
15

16. Register your leads accurately
16
TIP
LOWER THE BARRIER
FOR WEB FORMS!
• Explicit data
• Implicit data
• Outbound leads
• Enrich your data

17. Analyse your lead management
17
• How many leads came in?
• How many lost?
• How long did it take to close?
• Which phase of the pipeline is the lead in?
What is the value in euros?
• How many… leads / mails / conversions?
• What are the pending actions?
TIP
VISUALIZE YOUR
CUSTOMER JOURNEY!

18. SUMMARY
18
No matter how good you think your memory
is, it isn’t
Don’t be afraid to get your hands dirty
Reporting is annoying in the short term, but
essential in the long term

20. 20

25. clarissa@teamleader.eu
25