Running a business these days is both harder and easier than it used to be. Harder, because it’s more and more difficult to stick out from the crowd and get good results. And easier, because technology has evolved in a way that helps and supports growth and success. But the demand from consumers has never been greater. They want results ‘yesterday’, answers when they need them (not when we have them), quality products, flawless and customized service, and so much more… The first step into managing the high demand is getting the right lead management software that works for your needs.
Leads are crucial for your growth. Having a steady pipeline of new leads is essential for keeping the lights on. Leads are hard to come by, especially a continuous stream. Consumers need results faster and faster and they are also dependent on their own ever-changing circumstances and demands.
The best chance you have is to make sure your team is well-equipped to build strong relationships and build trust with clients and prospects. And by ‘well-equipped’ we mean working with the best lead tracking and management software.
What is lead tracking and management?
It’s not all doom and gloom though. We know that the selection process can seem quite daunting, but the goal for us is to offer clear and simple solutions. Lead tracking and lead management software can give you the tools to capture leads and guide your prospects through the buyer journey.
I’m sure you’ve heard of, or even currently use a CRM. But the best way to understand lead management softwares is to see how they differ from the more traditional CRM system. According to a survey done by Hubspot, a whopping 65% of businesses state that their major concern and marketing challenge is to generate traffic and leads.
The short answer is scope. Lead management is only one piece of CRM software. You may not need the entire scope.
Lead management can be its own system. Simply put, it can help you through one process—turning prospects into trusted clients. A CRM will then take over once your sales reps have turned these leads into paying customers.
What are the benefits of lead management & lead generation tools?
There are many reasons why lead management can be a huge asset to your organization. The most obvious one is that it helps you produce a clear action plan. The software can also provide a central database for storing the information you acquire through demand generation and marketing.
Here is a list of other things that lead management and lead generation software can help you with:
- Increases efficiency in lead processing
- Tracking sales leads
- Lead fostering
- Lead-stage filtering
- Attaching identifications/statuses
- Defining Wrkflows
- Highlighting active leads
- Real-time data, reports, and forecasts
- Gain insights and drive ROI with analytics
- Improved team coordination
Why is having lead management software so important?
At the core of lead management, it is the art of turning potential customers into actual ones. The best software will allow you to operate with context, respond in real time, and qualify and nurture your leads. However, the reduction of cost and the time savings are usually the most appealing outcomes.
52% of new vendors and 35% of existing suppliers said that in the B2B world, buying cycles have increased. Even after you’ve attracted several leads, either from a recent event, or a press release, or even a product update, you’ll need help managing the large influx. Without an effective and helpful tool, you could risk neglecting or overlooking potential deals.
In the world of sales, there’s a big difference between “might buy” and “definitely will buy”.
Once you know the difference between those two stages in the funnel it can dramatically cut down your risk and the cost-per-lead. And since there’s no point in spending time on leads that aren’t likely to turn into buyers, the tools can help you spend only the necessary time needed on buyers that will actually close.
Your time and overhead is invaluable when it comes to determining where and how to scale. The right tool and software for you will get you the answers you need much faster. It will prevent you from spending unwanted time and overspending on the wrong efforts.
What are the best lead-generation tools?
Lead generation tools are being used by small and big businesses alike, and they have evolved around the demand. They collect your methods, practices, and processes, and help use those to acquire new clients.
In 2021, 78% of marketers say their demand-gen budget will grow or remain the same. This means that there are many people looking into the right tools to grow and scale their business—to do more, with less.
92% of B2B marketers now have an ABM program and 68% of them use automation. The right automation software is the question on everyone’s mind.
Here are some of the recommendations to help get the most out of your leads:
- Monday.com. For small to large businesses.
- Pipedrive. Small, medium, and large businesses.
- Zendesk. Small to large businesses.
- Hubspot. Small, medium, and large businesses.
- Zoho CRM. Small and medium businesses.
- ActiveCampaign. Small and medium businesses.
A new lead is like a soon-to-be customer. The right tool for you will help get the lead from ‘interested’ to ‘invested’. For small businesses to large, there are many different options to choose from. Navigating the software landscape takes time and it can easily get confusing. We get it. And we got you.