27 Jul Get A Better Growth on Your Sales By Managing Leads
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If you or your organization is looking for ways to increase your organization’s revenue– One thing that you need to pay attention to is your lead management program. You need to properly review your lead management program. Prospective leads can originate from many different forms or a variety of ways. Often there is a very loose structure in place to manage and react to those leads. Your sales pipeline, as well as your organization’s ability to hit revenue targets all, begins with good lead management. Try these 11 strategies for effective lead management.
1) Develop a solid concrete definition of a lead and make sure everyone understands it:
One of the biggest gaps between the sales and the rest of the company is the definition of a lead. When does a prospect become a lead for the salesperson to actually work on. It is estimated that 90% of all the leads sent to the sales team are never acted upon. And generally, there are two main reasons for that. First, the lead is passed to the wrong person and never gets passed to the correct person or at least not in a timely fashion. Second, the lead is not ready to engage with the salesperson yet. So the salesperson makes maybe one or two contacts with the prospect and then he turns towards the next person in the list. For a much better sales effectiveness, your sales staff and the rest of the company need a more concrete or granular definition of a lead that should be forwarded to the sales department.
2) Installing and using an effective CRM tool:
For functioning under optimum efficiency and sales effectiveness, you need to provide employees with a tool that captures each and every interaction with your prospects and customers. This includes integration with different channels, such as your website.
3) Track and analyze the source:
Often people hear about your company’s products and services through ads, referrals, and online banners ads or some other form of advertising. Your company needs to keep track of what actually causes these suspects to raise their hands so that you can determine what works better and what doesn’t. It is important to capture every source of each intervening event so that you can determine such things as how many times you need to touch a customer or what order of touches works best for your customer. If you don’t capture the source you have no viable way of figuring out what works best.
Read also: b2b lead generation strategies
4) Distribute your leads swiftly:
Studies have shown that if you respond within 48 hours of a customer contacting you, your sales closing rate can go up significantly. Think about your own experience. How many times you have tried to contact a company in order to request some information and they never get back to you? By responding quickly you set yourself apart from your list of competitors.
5) Nurture your leads:
Depending on the products and services you offer most people are probably not ready to buy from you at first interaction. Best practices call for nurturing you leads over time. You need to develop campaigns that allow you to touch your prospect multiple times so that you can move them through the sales cycle unless they are ready to think about actually purchasing from you.
6) Excite your sales staff for each project:
The best salespeople always focus on detailed qualifying, and so should the rest of your staff. The more information you have about a project the more excited your sales team will be about the lead. Whoever is collecting prospect information should also collect or extract additional information from every prospect with each interaction including things like “what interest you about our products” and “why is it important to you”. They should also try to reach the higher authorities in your organization so that they can get in touch with the decision-makers in each company.
7) Tag, you’re it:
How can you save those interesting bits of information about your customers and prospects? If you tag your records with the competitor’s names on deals, what can be their objections, whether they will be a referral or not, which products do they already own and so on, then you can find those details fast in the future. This enables you to leverage what you learn in order to be more successful.
8) Treat your prospects like they are customers:
By capturing the source mentioned in point 2 about each prospect, anyone in your company can answer a call from that prospect and more effectively answer their questions. This will have a major impact on your prospect and will cause them to want to engage with your team further.
9) You can measure everything that you do:
In order to measure results effectively, you need to decide what you want to measure and why. Then you are able to capture the correct information beforehand and upfront. Once you get to the right information, you are able to determine the return on investment of your campaigns and focus on the prospect that will eventually increase your sales pipeline.
10) Hold regular meetings with your staff:
You should meet your staff on a regular basis and review lead quality, and tracking CRM systems so that you can continue to improve your sales effectiveness.
11) Use a lead management app:
You can use a lead management app like Field Force Connect in order to help with the management of leads and converting them into prospects. An app will be effective in monitoring all the required tasks and maintaining the schedules.
Conclusion: Modern methods apply for monitoring the prospects and effective converting them into leads and eventually into customers. If you’re looking for the best lead management app then you should contact Field Force Connect and use this lead management app for managing and coordinating with the leads so that your organization’s sales pipeline can be effectively increased.