10 steps for lead generation and lead management process

How do you draw and handle? This is an easy question, but some of the companies we talk to have a definite answer. More often than not, there is no process to create and manage leads from first conversion through sales closing.If a process exists, it is usually a mixture of manual sorting and inefficient communication that minimizes risk and all-important time between bottom-funnel request and sales response. We are going to share 10 steps that is beneficial for lead generation & lead management process, you must try for your business.

1 – Sales Management, Marketing automation, Customer Service Management  and Product Alignment process:

Close your sales, marketing, customer service and product development teams in one room and don’t let them out until they come to terms with the Service Level Agreement (SLA) that they (and management):

  • Agreement on definitions and criteria – what is a lead, marketable lead, sales lead, sales accepted lead, opportunity, customer, appeals opportunity, retention opportunity, etc.
  • Lead management process (bring this 10-step list to a lock-down meeting to guide them)
  • Criteria and Monthly, Quarterly and Annual Targets for Sales, Marketing and Customer Service
  • Reporting – Dashboards and in-depth reports for each team and how they will be operationalized to stakeholders
  1. Marketing Automation and CRM Integration

You will need sales and marketing techniques to implement your process and drive it. As part of your alignment process, your teams need to agree on the CRM Software they will commit to using every day to capture and manage leads and customers. The best solutions are easy to use and cover every aspect of inbound marketing:

  • Website content management system
  • Content creation and promotion (blog, social media)
  • Lead Conversion (Landing Page, Form and Call-to-Action)
  • Lead Nutrition (email campaign, personal content)
  • Marketing Automation (email marketing, list segmentation, lead scoring, lead management workflow)
  • CRM integration (seamless, bi-directional transfer of lead, API integration and communication)
  • Enterprise application integration (customer service app, e-commerce, business intelligence system)

Lead Generation

Capture and target qualified sales through high quality content:

Inbound Marketing – Blogging, guest blogging, blogger outreach, blog syndication, social media updates, social media engagement, SEO on-page optimization, premium content (e-books, infographics, videos, webinars), call-to-action, landing pages

Demand generation – paid search (PPC), social media advertising, native advertising, email marketing, direct mail, print advertising, media advertising, trade shows, speaking engagements, personal networking.

4 – Lead Intelligence Assembly

The marketing lead works with sales to establish key criteria for segmentation and scoring. Hopefully, you have already created a comprehensive list of buyer personas and a detailed buyer visit for each person. If not, check these resources.

Now plan how you will get this information through the landing page and forms using a progressive profiling approach, so that the conversion rate is kept high. Identify relevant pages and events that, if visited or triggered, also allow you to update the lead profile during the buyer journey. LinkedIn, Data.com, Hoovers and other business data sites that you can use cross-reference leads and develop your profile.

5 – Lead Segmentation

Set up lead management software to classify leads and list them using the criteria established in step # 1. Use these lists to lead with relevant content and personalized email communications. Use them for targeted campaigns as well, with segments with a certain role or title or within a certain industry or market segment.

6 – lead scoring

Set up lead scoring criteria and a points-honored system to update lead life cycle steps, move to Custom CRM when the time is right and trigger notifications using a marketing automation workflow. Leeds accumulate positive scores for behavior and demographics. for example:

Personality – industry, title, role, company size, revenue

Engagement – Number of visits, unique page views, repeated visits, form conversions, email opens and clicks, blog comments, social media mentions, inbound links

Buyer stage – clicks and conversions on specific content that indicate lead-life cycle changes, such as mid-funnel and bottom-funnel offers

Indication of velocity-engagement, volume and time period of events that reflect impending intent to buy.

In addition, apply negative scoring to form replies or behaviors that designate leads as a poor fit, for example: competitive company, low budget, or non-company email address.

7 – Lead Nutrition

Monitor and influence the progress of leads through the sales funnel with relevant content based on buyer funnels and content mapping. Content can be sent through personal email campaigns or through direct integration using personal content, such as leader segments or website messages for the buyer. Apply lead scoring rules as leads consume your nutritional content and take them to different lifecycle stages and areas using marketing automation workflows.

8 – Transfer and assign sales team

Automatically assigned inbound lead data to their database using lead management software in India and when they trigger lead scoring thresholds and / or specific behaviors, such as requesting a free trial, they are then given the appropriate sales reps Hand over to.There is an appropriate sales representative to use segmentation rules, for example by region or industry. This process should be carefully employed in step # 1.

9 – Sales Nutrition, Closure and Customer Service

Following the alignment process (step # 1), each sales representative must understand how to use CRM and other lead intelligence tools to quickly evaluate and reach salesable leads quickly. Lead nutrition helps sales reps strategize to engage with their prospects, gain their interest and trust, and develop a relationship that leads to a closed sale.This process is called sales nutrition. Every representative needs to update CRM after every position so that lead status remains up-to-date and to ensure that marketing does not step on the sales process with inappropriate content.

After a sale is over, customer service must be communicated through sales management software and manage the account. Sales are also required to set up automatic reminders for follow-up sales with their customers, and to set up tables for up-sell and retain services. Marketing and product development also have to be in the loop to send helpful, customer-focused content that educates customers on best practices and upcoming releases.

10 – Analytics and Reporting

None of this work, let alone improve, without leading the performance monitoring and management process of every aspect of your lead generation. sales person, consultants and CRM Software bangalore user needs to use CRM analytics feature to optimize each step in the process and make strategic decisions to improve results.Each team needs to know how to generate the right reports from their marketing, sales and customer service systems according to the SLA created in step # 1. Reports are shared with other teams and management to ensure compliance with SLA, make better budget and staffing decisions, and allow senior managers to assess performance.

In last words:

Companies that pay attention to each of these stages, especially in the initial planning stages, and dedicate the right resources and budget, outperform the competition. This process is not straightforward, and ignoring any of these steps can worsen the results. The creation of a lead generation  process, on the other hand, leads to continued growth and profitability.

Default Asked on September 26, 2019 in Software.
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