Lead Management

We are the largest and most successful lead management company and the industry leader in lead management technology and services. Lead Management is still a new specialty that is rapidly growing. We specialize in lead management products for business that sell to consumers (B2C) and companies seeking to improve their sales organization and increase profitability.

What is Lead Management?

Treat a lead like you would treat a customer.

Finding and keeping customers is central to the success of any business. But too often, businesses can forget that customers are the most critical ingredient of their survival. What is overlooked even more often is that servicing leads, potential customers, is just as important as serving existing customers.

Despite the time, effort and cost of lead generation, the average business makes use of only a small percentage of the leads it generates each year. To ignore any portion of this life sustaining resource is foolish. To ignore most of it is negligence. It’s like going to work only 3 days a week, opening only half your mail, or returning only one phone call a day.

Proper Lead Management holds the key to raising lead follow-up rates.

Effective lead follow-up hinges on a healthy, functioning pipeline of lead information. Sections of this pipeline include:

• A website optimized to capture lead information. As more and more consumers surf the web, they leave behind bits of personal information that become the basis for lead management. Optimizing your website to attract the highest quality targeted traffic is the first step in capturing the most and best traffic.

• Rock solid lead management techniques. Lead Management begins with capturing the data. Converting leads into customers is accomplished through consistent, varied patterns of communication. Best practices of lead conversion have been researched and established. Following your industries best practices with every lead is the best way to maximize conversions.

• Accurate lead tracking, measurement and analysis. Make decisions based on what works and what doesn’t: A simple principle that is simply impossible to execute without accurately measured lead data. Tracking your leads, lead sources, and employees enables you to execute real time course correction based on data driven analysis.

• Consistent expectations from sales, marketing and management teams. This is the engine that drives effective lead follow-up. These expectations create a vacuum that will draw leads through this pipeline. These leads exist, and their information is within your grasp.

Effective lead management will generate leads from website traffic. It will also equip you to work every lead with the most effective tools, and most relevant information. As a result, you can look forward to:

• Increased lead conversion rates
• Decreased loss of good leads
• Improved response time to inquiries from potential customers
• Establishment of distinct, verifiable lead management processes
• Standardization of lead qualification best practices
• Increased security through controlling access to leads

Who Uses Lead Management?

Lead management has been embraced by growth oriented companies seeking a competitive edge. The increasing popularity of standardized lead management processes is principally a reaction to two things:

1. The growth of the economy. With the economy on the upswing more companies are more focused on growth; increasing the number of leads processed.
2. The increasing popularity of the internet as a marketing tool. As more people surf the web looking for products and services, there is more lead information available to those who are able to exploit it.

These forces are increasing the sheer volume of lead information that can be processed and converted into customers. Putting lead information to good, profitable use on this larger scale is just not possible without good lead management processes.

Good lead management methods are just good business. They are a set of organized, predictable and verifiable steps to change a lead into a customer. Lead management breaks down into four key concepts.

Accountability

From forecast to closing, a lead should have a specific guardian at every step of the sales cycle. Depending on your company’s structure, a department or individual may take responsibility of a lead at different stages. Proper lead management ensures that everyone does their part, and that the handoffs are executed without error. Spot any breakdown in your chain and make sure no lead fall through the cracks.

Market Segmentation

Be stringent in your market segmentation. Done well, market segmentation results in well defined sales targets, larger market share, clarity in lead management goals. A precisely defined prospect database is crucial for accurate lead tracking.

Communication

Have a clear offer and delivery method to learn about your prospects' needs and opinions. Simple surveys and offers delivered via email are highly effective when paired with a sound sales lead management system for "testing the waters" without massive revenue outlays.

Measurement

Measure the results of your marketing campaigns and analyzing that information in combination with lead management for more refined market segmentation and increased ROI.

What are the benefits of Lead Management Software?

Lead management software is the best solution for growth oriented businesses facing increased competition and increased availability of lead information. Using lead management software makes keeping track of all pertinent lead information and as past communications because easier than ever before.

Using the right lead management software is only the first step. Making sure your company embraces the full capabilities of the software is a critical component of successful adoption.

Successful adoption depends on taking a few steps.

• Defining the individual(s) who are responsible for the upkeep of the database.
• Making sure the users keep useful records on how they have worked the leads.
• Making sure you have selected a software solution that is adaptable to changing business needs.
• Know your lead sources. Lead management software will help you convert your leads, but always start with solid lead sources.

Using lead management software will enable you to determine, conclusively, which of your sales and marketing efforts are working and which are not. As well as being able to tell which employees are producing. Identifying your best opportunities means that sales reps can concentrate on the best leads.

When your best reps work the best leads along established best practices, you will see the results in your bottom line.