In today’s fast paced and volatile business set up, lead management is highly essential as it helps enterprises to stay competitive.Lead management refers to the entire business process and practices in an organization that is directed towards acquiring new customers,retaining existing customers, and establishing a brand reputation.

1. Enhance Lead Management Process with Lead Management Software
In today’s fast paced and volatile business set up, lead management is highly essential as it helps enterprises to
stay competitive. Lead management refers to the entire business process and practices in an organization that is
directed towards acquiring new customers, retaining existing customers, and establishing a brand reputation. The
goal of an effective lead management system is to help track and manage the entire lead lifecycle till it results in
sales, thereby increasing revenues and ROI.
Since the success of B2B marketing heavily depends on the lead management process, it is highly necessary to
ensure that the process is highly efficient and effective. Lead management software can help in enhancing the lead
management process of lead identification, tracking and nurturing. Here is a look at how the lead management
process is enhanced by best of the breed lead management software.
The B2B lead management process comprises of 4 essential stages namely lead generation, lead nurturing, lead
account management and lead data analytics.
Lead Generation
There are leads everywhere but getting them into sales funnel is not at all easy. With lead management software,
enterprises can:
Run campaigns to drive website traffic
Track prospects’ website activity
Score prospects based on website activity for lead qualification
Lead Nurturing
Not all leads can be converted easily. Some leads need to be followed up over a sustained period of time. The lead
management software helps in lead nurturing by:
Ascertaining the buying stage of the lead
Constantly staying in touch and following-up
Leveraging social media as a way to gain deeper insight into what customers want and get feedback on
how to improve the customer experience
Lead Account Management
Lead management software ensures that no leads are wasted by
Managing leads and their background information from a centralized repository
Providing daily reports and alerts
Lead Data Analytics
It is highly essential to determine the success of lead management process. With lead management software,
enterprises can easily
Understand the effectiveness of marketing campaigns
Analyze lead data to personalize marketing campaigns
In short, lead management software helps to:
Build a pipeline of qualified leads
Track visitor intent in real time

2. Shorten sales cycles and boost revenue
Align marketing and sales goals
Convert anonymous website visits into sales opportunities by correlating all related online activities
Track and correlate disparate prospect interactions with social media
Use campaign triggers from website interactions, social media activities, forms-fills, etc. to enhance lead
nurturing
Use built-in tools to create, manage and track campaign elements (emails, landing pages, workflow, social
media, etc.)
The lead management software, thus, intelligently enables lead management throughout the lead lifecycle thereby
enhancing marketing efforts, optimizing cost and increasing ROI.
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