What are the 5 major steps of lead management?

Lead management processes are on an entirely different level than they used to be, with manual lead distribution all but falling by the wayside. Today we have tools that do far more than your first CRM system ever did, including customer segmentation, lead assignment, lead mapping and automation of many tasks that used to have to be done manually.

) Lead Responsiveness

One of the most important tactics your Sales Development team has is responsiveness. This is not limited to Inbound leads; It’s also true of Outbound leads contacted through email, social channels or phone. Truth is– sales development is an interruption-driven discipline. Would-be buyers want immediate attention, a call-back, an email response, a real-time chat, or a meeting that happens yesterday. Responsiveness matters in your lead management process:

2. Source Intelligence About Your Leads

Having access to company and contact data on leads– all in one place– is critical. This should include information about company size, revenue, and employee count; Contact details should include prior communications or interactions (contact history), as well as basic information like a picture– so you have an idea of whom it is you’re talking to. Advanced information can include News, Alerts or Headlines, as well as Technology profile information.

3. Segmentation Matters

To achieve responsiveness and intelligence, the best practice for your lead management process is to segment leads.

4. Nurturing & Follow-Up Matters

Lead nurturing should be personalized and responsive, with a pre-defined sequence being ideal. It’s not only responsiveness in your lead management process but the adherence to multiple touches that pay off in creating qualified opportunities and ultimately Closed Won business.

The sales team itself should be cross-functional, communicative, and supported by a strong tool that enables them to adhere to a process that never lets follow-ups be missed.

5. Track & Measure to Improve

The best-case scenario is to have an event-based lead tracking/analytics platform like appRetail.io FLOW to monitor all sales development activity without requiring sales development reps to log those actions themselves. This gives a better way to optimize each activity going forward.

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