Post by account_disabled on Mar 4, 2024 22:30:52 GMT -10
In the B2B world, valuable leads can come from many sources, but it's what happens next that impacts the growth of your company's business. Lead management activities have the objective of transforming contacts into business opportunities. In today's article, you will find some tips on how to manage leads from the moment of conversion until the deal is closed. Read on to find out more! What is meant by lead management? Definition and advice In order to close as many sales as possible and not miss out on valuable opportunities, the contacts collected must be managed appropriately by marketing and the sales force. This is where a very effective process comes into play: lead management . What you need is a plan to attract, nurture and qualify new contacts, so you can provide your salespeople with everything they need to close the deal.
New Call-to-action Here are 5 tips for effectively managing B2B leads. Organize Germany Phone Number leads However you decide to manage your contacts, there are some essential elements to consider. Here they are below. Data Cleaning : Eliminating duplicates, reordering them and filling in the blanks with all your contact details is the best way to avoid errors due to incorrect phone numbers or email addresses. Creating personas : Prospects don't care about what the company offers until they perceive a real interest in solving their needs or problems. Creating fictitious representations of the target audience allows you to have a clear idea of who your potential customers are and what their needs are, to direct communications in the best possible way. Go beyond basic information : names, addresses and contact details are essential, but this is only basic information and progressive profiling.
To make customer data drive sales, it's important to capture details as the prospect moves through the various stages of the journey . Score leads The Pareto principle states that, for many outcomes, approximately 80% of the consequences come from 20% of the causes. Applying this concept to B2B marketing, it means that 80% of sales come from 20% of customers. But how do you know if the request for information on the website comes from that 20% or from the remaining 80%? A key factor is the customer's position in the sales pipeline , but even for new leads you can get a score by learning some basic information, which we list below. lead management Needs : does the potential customer need what the company offers? This single variable can help a valuable lead stand out and be prioritized by a broader audience. Budget : Can the prospect afford the products or services offered? Even if products are available at different prices, it is important to know this information in advance, so that we can direct the buyer towards the one that best matches his needs, considering the budget.
New Call-to-action Here are 5 tips for effectively managing B2B leads. Organize Germany Phone Number leads However you decide to manage your contacts, there are some essential elements to consider. Here they are below. Data Cleaning : Eliminating duplicates, reordering them and filling in the blanks with all your contact details is the best way to avoid errors due to incorrect phone numbers or email addresses. Creating personas : Prospects don't care about what the company offers until they perceive a real interest in solving their needs or problems. Creating fictitious representations of the target audience allows you to have a clear idea of who your potential customers are and what their needs are, to direct communications in the best possible way. Go beyond basic information : names, addresses and contact details are essential, but this is only basic information and progressive profiling.
To make customer data drive sales, it's important to capture details as the prospect moves through the various stages of the journey . Score leads The Pareto principle states that, for many outcomes, approximately 80% of the consequences come from 20% of the causes. Applying this concept to B2B marketing, it means that 80% of sales come from 20% of customers. But how do you know if the request for information on the website comes from that 20% or from the remaining 80%? A key factor is the customer's position in the sales pipeline , but even for new leads you can get a score by learning some basic information, which we list below. lead management Needs : does the potential customer need what the company offers? This single variable can help a valuable lead stand out and be prioritized by a broader audience. Budget : Can the prospect afford the products or services offered? Even if products are available at different prices, it is important to know this information in advance, so that we can direct the buyer towards the one that best matches his needs, considering the budget.