gives organizations the opportunity to manage leads with increasing levels of formality and structure by using software to track leads, score leads, nurture leads, distribute leads and provide data consistency.
- Lead nurturing helps mature a prospect from the initial point of interest to being sales-ready
- Lead scoring automatically qualifies a lead based on various demographic and behavioral characteristics
- Lead generation technology helps identify a new source of leads for sales people
Lead Management Best Practices
Use revenue generation software
with a CRM such as Salesforce.com to maximize the value of your lead database. Add scoring, visit history, business intelligence and more to your database to develop a consistent and qualified view of your leads.
Benefits of Lead Management
Managing leads using Lead Liaison helps foster mutual engagement, in which marketing and sales pass lead communication and qualification responsibility back and forth, enabling the right level and mode of contact for each prospect at each phase of the engagement.
At the simplest level, b2b marketers can send traceable emails using our email marketing
solution and instantly see which recipients are opening their emails and visiting their website so sales can prioritize follow-up activities based on website visit behavior. Lead Liaison also enables marketers to set up automated lead nurturing work flows that cultivate leads by providing additional information based on prospect characteristics or actions. Finally, Lead Liaison supports customizable lead scoring and the ability to automatically change lead status fields in Salesforce.com based on a prospects online behavior. Multiple elements are combined to provide a powerful lead management software.