Lead management is the ability to:
• Capture leads when they’re searching
• Nurture leads that aren’t yet ready
• Score leads so you know who’s ready for sales
• Give leads to sales at the right time
• Evaluate leads to close the loop on lead quality
Done right, lead management creates more educated buyers, helps you better understand their needs, and ultimately means more revenue.
So how do you do it right?
1. Nurture leads before sending them to sales
2. Use thought leadership to influence buying criteria
3. Work with sales to define when a lead is “salesready”
4. Score leads using implicit behavioral data
5. Give sales detailed information to ensure a seamless hand-off
6. Track sales follow-up; evaluate leads with sales’ input
7. Track every marketing activity, not just lead source
8. Progressively understand the prospect’s needs
9. Track anonymous visitors and tie their data to new leads
10. Develop & enforce data quality
Read in details by downloading there Top 10 Tips for Best Practice Lead Management from Marketo.
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