Lead generation is as important as driving good sales for the company but now the most critical challenge for many organizations is ensuring sales resources are focused on qualified, sales-ready leads in order to maximize sales results. Your sales pipeline and your ability to hit revenue targets all begin with good lead management.
Establish an effective CRM tool. This can lead to enhanced customer satisfaction and retention, ensuring that your good reputation in the marketplace continues to grow and improved profitability by focusing on the most profitable customers and dealing with the unprofitable in more cost effective ways.
Define a qualified lead. For better sales effectiveness, your sales staff and the rest of the company need a more granular definition of when a prospect becomes an actual lead that should be forwarded to sales.
Nurture your leads. The point being that with a good potential customer, you would be able to make an effort to get to know him or her so the next time you make an offer it would be worth it. You can be sure to keep a business relationship if you continue to stay in contact with your leads.
Track the source. It’s important to capture the source of each intervening event so you can determine such things as how many times you need to touch a customer or what order of touches work best.
Motivate your staff about each prospect. The best inbound call center agents focus on detailed qualifying. The more information you have about a prospect, the more excited your salespeople will be about the lead.
Measure everything. You need to decide what you want to measure and why. Then you can capture the correct information upfront. And once you have the right information, you can determine the return on investment of your campaigns and focus on the campaigns and prospects that will increase your sales pipeline.