Lead management facilitates a business's connection between its outgoing consumer advertising and the responses to that advertising. In many cases they help in the expansion and create opportunities of growth, facilitate cross-selling and up-selling of products and services. This process has also accurately been referred to as customer acquisition management. For proper lead management, it is important that both the sales as well as the marketing teams work together. www.tentaclecloud.com/signup

1. 6 EFFECTIVE WAYS TO OPTIMIZE LEAD
MANAGEMENT PROCESS

2. Introduction
• Lead management is a set of methodologies, systems, and
practices designed to generate new potential business clientele,
generally operated through a variety of marketing campaigns or
programs. These processes are designed for business-to-business and
direct-to-consumer strategies. Lead management is in many cases a
precursor to sales management and customer relationship
management.
• Here are some techniques which will help in optimization of lead
management process:

3. Techniques for Lead Management
Process
Presentation Agenda:
 Define the Ideal Lead
 Qualify the Lead
 Lead Scoring Process
 Cultivate the Contacts
 Pass off your Leads to Sales
 Track and Measure the Progress

4. Define the Ideal Lead
• It is vital that you have the right buyer persona built during the initial stages
of the lead cycle.
• This reduces the confusion among the callers as well as creates an
understanding between the sales and marketing teams.
• Creating a perfect definition of the buyer persona that includes answering
the following questions:
 Demographics
 Behavior
 Lead Source
• The company can also dig in a little deeper in order to know more about the
ideal consumer persona.

5. Qualify the Lead
• The qualified lead will be the one which is worthy of the inside sales team’s
time and effort. Therefore, it is imperative that you differentiate between
an enquirer and a potential client.
• Conduct a proper assessment of:
 Budget
 Need
 Authority
 Timeline
• Doing a thorough research can help you in identifying the potential
consumers for the company.
• If the leads are not meeting the requirements of the business, it does not
imply that they are not going to be successful.

6. Lead Scoring Process
• Scoring the potential buyer personas is an important part of the lead
management process. This helps in determining whether the prospect can
be a potential client or not.
• There are usually two methods of assessing the contact information:
 In the traditional method of grading, the buyers are taken through a series of
questions and then, their answers are cross-checked with the criteria
established by the company.
 The other method includes the predictive method of evaluating.
• The higher the score is, the greater are the chances of it being converted
into a sale. The evaluation should largely depend on the criteria set by the
business.
• Assign a certain numerical value to each criterion and then assess the
contacts.

7. Cultivate the Contacts
• Lead nurturing refers to building a healthy relationship with the consumers
during every stage of the sales funnel, even though they are not readily
going to buy the product.
• The agents should nurture the contacts in order to meet them so that
whenever a requirement for the particular services comes up, the company
is at the top of the customer’s consideration set.
• A properly scheduled lead nurtured campaign is what can help in giving
information and checking about the product.
• The e-mails that are sent to the consumers should be personalized.

8. Pass off your Leads to Sales
• This is a crucial step and must be taken up only after proper consideration.
• In order to make the hand-off process simple, ensure that everything is
decided beforehand between both the groups.
• Lead scoring helps in deciding whether the contact is ready to be passed
into the sales cycle or not.
• It is also important that the marketing team prepares the callers before
they are approached again.
• An updated and automated telemarketing CRM software can be of great
help during this stage.
• However, this should not refrain the inside sales team from doing their own
extensive research.

9. Track and Measure the Progress
• It is important that you discuss the efforts of the lead management team
once the cycle is completed.
• This will not only help you in finding the bright spots but shall also give you
an insight into the loopholes of the system.
• Hold regular meetings in order to monitor progress.
• Both the groups can review the results, look for ways to minimize the
errors and refine the priorities in order to make the process more efficient.

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