How does a lead management system work?
It’s the central nervous system
of a business, both small and large. In the initial stage, one begins with a
handful of leads and with progression sales teams get more leads than they can
handle. This leads to a situation where equal attention can’t be given to all,
and the downfall begins. Lead generation also takes place through websites,
ads, cold calls, emails, events, etc. Plus businesses can’t convert leads
because they can’t differentiate hot from cold leads and lose out on
opportunities. Lead management comes to the rescue and a centralized approach
to manage lead information, score leads, maintain communication and nurturing
them is created. Additionally, it also qualifies, engages and finally transfers
them onto sales executives.
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A business generates leads
through online, offline sources and manual addition to CRM systems is
impossible, esp. when volumes are high. This is where lead management systems get
to work and leads are fed into the system through forms, emails, chats and
prevent leads from getting missed out on and also integrating sales and
marketing. The source is not captured, so one does not know what campaigns to
work on and what not to. Inquiries are more than what can be handled. In large organizations
this is common and if not handled properly, the downfall begins.
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Let’s understand the steps involved in lead management systems:-
1.
Lead capture automation
Simply
put, leads should get captured automatically in the system at the point of origin,
preventing lead leakage. It assesses sources that generate maximum leads and
revenue. One can identify both i.e. high profit and money-draining sources.
Marketing and business intelligence teams can use it to reallocate their
budgets.
2.
Lead tracking
Once captured it starts tracking
activities and behavior plus the pages visited, the forms filled and the time
spent on the blog.
3.
Lead distribution
Once
captured leads need to be passed on to sales teams. And if done manually it
takes time. This reduces response time.
4.
Lead qualification
At
this stage, worthwhile leads are identified, which help sales teams to
prioritize their tasks and reach out to the right leads. This saves a lot of
time and energy if set properly.
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5.
Lead nurturing
It
consists of engaging leads across multiple channels, by sharing campaigns,
triggered emails, SMS or remarketing.
If
the process ends with a sale, the lead has successfully trickled down the sales
funnel and emerged a customer. When Leads convert to customers, businesses must
nurture the relationships, as it’s critical to maintaining high levels of
customer satisfaction.
ADOHM’s
AI system for lead management also provides the same concept for your business.
Here an automated lead generation tool has heaps of contacts in a self-updating
database. It stores the contact addresses, plus likes and interests of leads.
Our AI system provides access to these leads and searches potential customers
whose profiles match your service offerings.
ADOHM
with its AI capabilities helps in pinpointing leads that yield results and find
the best way to connect. One does not have to go through tons of contacts,
social media platforms, and research trends in search of potential customers,
you can quickly zero in on leads that will yield desired results and also find
the best way to connect with them.
Apart
from this, a unique feature is that it facilitates an understanding of the
potential customer you should be engaging with and which you should engage in
later.
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