Manage your leads in one place
Leads are the core of any organization.
The better relationship you have with them, the better your sales result will be.
Why is it so important to take care of your Lead?
Leads are the core of any organization and the most precious commodity a Sales Team can have. However, they don’t come cheap! For that reason, many strategies and efforts are made by the marketing and sales teams to capture and keep them.
Leads are the first of many steps for a sale to become effective. And that is why it is so important to value people since the first interaction with the company/brand and keep a long-lasting relationship with them.
Is the sales funnel familiar to you? Yeah, that’s where leads start!
Leads management is crucial for the success or failure of your sales. The better you manage them, the better your sales result will be. And in this case, relationship is the key! A CRM system will support and empower you in this process.
How leads are managed in SugarCRM?
Lead management is a critical part of your business and directly impacts your bottom line.
In SugarCRM you can segment leads in the lead management system based on industry, channel, lead source, geography or other attributes to build offers that appeal.
Leads are captured automatically across multiple channels, and you will be able to design business rules to rout them to the correct salesperson, based on specialty, territory or team. With SugarCRM Leads are converted to opportunities quickly once the processes are automated!
Leads can also be entered into the system manually or imported through files.
Marketing programs are usually responsible for great part of the leads and it is important to measure their ROI and their impact on the sales pipeline. Using SugarCRM you can create specific campaigns and relate opportunities to it, tracking which channel is the most/least profitable.
Lead management features
Campaign Management
Running a multi-channel, multi-phase and drip campaigns usually demands sophisticated lead generation tools. However, lead management tool needs to be able to allow for simple campaign execution tracking. Some B2B companies use lead generation for checking in with clients and individuals and to run promotions to them, and a lead management feature should also be able to handle this.
A Lead management feature should include simple, step-by-step campaign builder tools – allowing users to easily add target lists, segment target lists by desired filters, and schedule and run email campaigns. Tracking elements like email open rates, click through trackers, etc. should also must be included.
Web Forms
Many marketing campaigns involve a form for capturing lead data. These forms can be placed on your website, landing pages, sent by e-mail etc., and once someone interested on your product or service fills it out, the form fields get captured inside the CRM and allow sales team to follow up and generate opportunities from the leads created.
Forms can be very simple, just capturing email address and name for example, and the core CRM’s back end tools or third-party data aggregation tools (or a marketing automation nurture cycle) can augment that data, and track additional behavior to better score a lead.
Lead Routing
After having one form filled out by someone who is interested in your products or service, he is added to a lead queue. Now, some smaller companies may just have a lean sales team to cover the entire business’ sales operation. And this is ok, as core CRM tools can simply “round robin” these leads and distribute them equally among the sales representants as they come in.
However, larger companies have more complex sales territories, and hierarchies – as well as sales teams dedicated to certain product lines. In this case, a robust core CRM requires solid workflow to better route new leads to reps. By automating this process, the system can scan a lead for identifying aspects like state or region, products of interest, etc. and automatically direct them to the appropriate sales representant or team.
This process saves time and ensures agility of the sales team to reach out to prospects, before the competitors do.
Lead Conversion
When a sales representative reached out a lead and qualifies him as interested, it is necessary to change the status of the lead in the system to an opportunity. This process does not need to be manual and long, as it is in older CRM systems. SugarCRM has the modern tools to make lead conversion possible with a few mouse clicks.
Lead conversion functions must include the automatic creation of related records in the system – such as contacts, and accounts. Also, the lead conversion process must include automated searching for duplicate contacts and accounts, to secure the integrity of the CRM system data.
Lead Reporting
In the Lead Management area, both marketing and sales team need to have transparency into movements of leads down the funnel. All actions need to be analyzed and measured.
Reporting and dashboard tools can provide rapidly insights into the lead pipeline and allow management to take specific actions where necessary.
Further lead-related reports deliver visibility into the top-performing campaigns, so marketing teams can adjust spend to optimize return investment. Also, lead-to-opportunity conversion reports can help identify length of sales cycle and help teams better understand what marketing events or assets lead to faster conversions.
Contact our team and let we help you managing your leads with SugarCRM!