How to Launch Lead Management in a Company

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We define the client.

How to Launch Lead Management in a Company

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The first thing you should do when implementing lead management is to define your leads. You should have complete information about your customers: where they are from, what realtor email list they do, for what purposes they buy your product, what their needs, pains, etc.

We build the customer's path.

Forget about the classic sales funnel. Focus on the customer journey — with its help, you will calculate how effective your marketing steps are: from finding potential buyers to supporting those who have become regular customers.

To nudge the consumer to take the desired action along the sales funnel, useful information is required. This is collected through the content funnel. It should be as follows:

for lead generation;

for lead development;

selling;

training (to support regular customers).


We set KPIs.

Key performance indicators (KPIs) are needed to evaluate any actions in business, as well as the return on them.

Lead management operates with such indicators as:

number of clicks on the subscription page;

volume of leads from each traffic source;

cost of attracting a lead;

failure rate as a percentage;

email open rate;

number of mailing list unsubscribes;

time of making a purchase decision.

Without such a minimum set of criteria, it is problematic to implement lead management in a company and control it.

We are thinking through a content strategy.

No matter how much you talk about content strategy, it is always relevant. Promoting a business with a complex product or in a problematic market is not an easy task. But it can be simplified if you competently develop content marketing integrated into the overall strategy.

Deciding on a CRM system.

Personally, you, managers of different ranks, sellers must maintain relationships with clients and control them at all stages of the sales funnel. In order not to miss something, not to forget about promised things, to provide demo access in time or to make a call to the client and offer a purchase, it is better to use a CRM system.

Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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