{"id":9649,"date":"2021-09-18T08:15:00","date_gmt":"2021-09-18T07:15:00","guid":{"rendered":"https:\/\/gotoclient.com\/?post_type=blog&#038;p=9649"},"modified":"2021-10-14T12:19:32","modified_gmt":"2021-10-14T11:19:32","slug":"how-to-develop-an-optimal-lead-management-process","status":"publish","type":"blog","link":"https:\/\/gotoclient.com\/en\/blog\/how-to-develop-an-optimal-lead-management-process\/","title":{"rendered":"How to develop an optimal lead management process?"},"content":{"rendered":"\n<div class=\"wp-block-columns has-2-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\" id=\"h-how-to-develop-an-optimal-lead-management-process\"><strong><strong>How to develop an optimal lead management process?<\/strong><\/strong><\/h2>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In B2B lead generation campaigns, you&nbsp;<strong>don\u2019t only have to focus efforts on obtaining new leads<\/strong>. You need to&nbsp;<strong>develop a process related to lead management<\/strong>. Consequently, you&nbsp;<strong>will increase the chances to convert them into potential customers.<\/strong><\/p>\n\n\n\n<p>The lead management process is based on&nbsp;<strong>identifying potential leads<\/strong>, the&nbsp;<strong>ones that are more likely to buy your products or services<\/strong>. It\u2019s the process when the<strong>&nbsp;marketing department educates and engages them<\/strong>, and&nbsp;<strong>when they\u2019re considered as qualified<\/strong>, they\u2019re&nbsp;<strong>transferred to the sales department.<\/strong><\/p>\n\n\n\n<p><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<figure class=\"wp-block-gallery columns-1 is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><ul class=\"blocks-gallery-grid\"><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"466\" src=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-700x466.jpeg\" alt=\"\" data-id=\"9644\" data-full-url=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process.jpeg\" data-link=\"https:\/\/gotoclient.com\/?attachment_id=9644\" class=\"wp-image-9644\" srcset=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-700x466.jpeg 700w, https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-250x166.jpeg 250w, https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-730x486.jpeg 730w, https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-120x80.jpeg 120w, https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process-372x248.jpeg 372w, https:\/\/gotoclient.com\/wp-content\/uploads\/2021\/03\/Lead-management-process.jpeg 751w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/figure><\/li><\/ul><\/figure>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-2 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\" id=\"h-podcast-get-valuable-insights-about-how-to-carry-out-an-effective-smarketing-strategy-with-dacia-coffey-a-specialist-in-aligning-sales-and-marketing-to-accelerate-revenue-growth\">[Podcast] Get valuable insights about how to carry out an effective smarketing strategy with Dacia Coffey, a specialist in aligning sales and marketing to accelerate revenue growth.<\/h2>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<div id=\"buzzsprout-player-9233421\"><\/div><script src=\"https:\/\/www.buzzsprout.com\/1821420\/9233421-marketing-and-sales-alignment-with-dacia-coffey.js?container_id=buzzsprout-player-9233421&amp;player=small\" type=\"text\/javascript\" charset=\"utf-8\"><\/script>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:113px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-lead-management-process\" style=\"font-size:30px\"><strong><strong><strong><strong><strong><strong><strong>The lead management process<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-1-lead-generation\" style=\"font-size:25px\"><strong><strong>Step 1: Lead generation<\/strong><\/strong><\/h3>\n\n\n\n<p>The first thing you need to develop a lead management process is a&nbsp;<strong>lead generation<\/strong>&nbsp;<strong>plan<\/strong>. So, you have to carry out a strategy to&nbsp;<strong>generate qualified leads<\/strong>. This can be done&nbsp;<strong>through email, paid ads, social media, website<\/strong>, among others. If you need more information about generating<strong>&nbsp;qualified leads<\/strong>, we recommend you check our&nbsp;<a href=\"https:\/\/gotoclient.com\/en\/guides\/the-b2b-lead-generation-definitive-guide\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>definitive guide.<\/strong><\/a><\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-2-lead-tracking\" style=\"font-size:25px\"><strong><strong>Step 2: Lead tracking<\/strong><\/strong><\/h3>\n\n\n\n<p>Collect information about the leads generated. Find out&nbsp;<strong>how and which information leads search for<\/strong>, what kind of&nbsp;<strong>websites they visit<\/strong>, which&nbsp;<strong>social media accounts<\/strong>&nbsp;they are interested in, etc.&nbsp;<strong>Contrast this information<\/strong>&nbsp;with&nbsp;<strong>what type of content they consume on your website<\/strong>, what&nbsp;<strong>offers they have downloaded<\/strong>, among others. This way, you will know&nbsp;<strong>how to communicate with them<\/strong>&nbsp;and&nbsp;<strong>what information you need to provide.<\/strong><\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-3-lead-scoring\" style=\"font-size:25px\"><strong><strong>Step 3: Lead scoring<\/strong><\/strong><\/h3>\n\n\n\n<p>It would help if you scored your leads to discover&nbsp;<strong>which ones need nurturing<\/strong>&nbsp;<strong>and which need nurturing<\/strong>. To carry out the&nbsp;<strong>lead scoring strategy<\/strong>, you can&nbsp;<a href=\"https:\/\/landingpages.gotoclient.com\/need-to-identify-your-sql-download-our-lead-scoring-template\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>download our template<\/strong><\/a>.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-4-lead-nurturing\" style=\"font-size:25px\"><strong><strong>Step 4: Lead nurturing<\/strong><\/strong><\/h3>\n\n\n\n<p>After knowing which leads need a&nbsp;<a href=\"https:\/\/gotoclient.com\/en\/guides\/the-b2b-lead-generation-definitive-guide\/#7\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>nurturing strategy<\/strong><\/a>, you need to develop a&nbsp;<strong>content p<\/strong>lan. Here, you have to decide&nbsp;<strong>which content you will provide to your leads<\/strong>. We recommend&nbsp;<strong>classifying the leads on specific groups based on goals, interests and the stage of the journey<\/strong>&nbsp;they are located. For each group,&nbsp;<strong>develop a workflow<\/strong>. Depending on the action your leads take, you will send content or another.&nbsp;<\/p>\n\n\n\n<p>You can also carry our&nbsp;<strong>automated email marketing<\/strong>&nbsp;and&nbsp;<strong>retargeting campaigns<\/strong>. As a result, you will provide a&nbsp;<strong>customised experience<\/strong>.&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-5-lead-distribution\" style=\"font-size:25px\"><strong><strong>Step 5: Lead distribution<\/strong><\/strong><\/h3>\n\n\n\n<p>Now, it\u2019s time to&nbsp;<strong>send the leads who are ready for the sales department<\/strong>. It\u2019s important to provide the&nbsp;<strong>leads\u2019 contact as soon as possible<\/strong>&nbsp;to&nbsp;<strong>increase the chances of conversion<\/strong>. In addition, not sending all the leads directly and filtering them before&nbsp;<strong>will improve the quality of the deal.<\/strong><\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-step-6-lead-measuring\" style=\"font-size:25px\"><strong><strong><strong>Step 6: Lead measuring<\/strong><\/strong><\/strong><\/h3>\n\n\n\n<p>Finally, you need to measure the results by calculating the revenue of the campaign. If you don\u2019t obtain the desired results, you can find the gaps and implement the necessary changes.<\/p>\n\n\n\n<div style=\"height:80px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-lead-management-best-practices\" style=\"font-size:30px\"><strong><strong><strong><strong><strong><strong><strong><strong>Lead management best practices<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-3 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h3 class=\"wp-block-heading\" id=\"h-make-sure-the-marketing-and-sales-department-are-aligned\" style=\"font-size:25px\"><strong><strong>Make sure the marketing and sales department are aligned<\/strong><\/strong><\/h3>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Both&nbsp;<strong>marketing and sales departments are essential for lead conversion<\/strong>. Therefore, both must be<strong>&nbsp;on the same page<\/strong>&nbsp;by&nbsp;<strong>understanding the process, objectives and lead.<\/strong><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h3 class=\"wp-block-heading\" id=\"h-hire-a-customer-relationship-management-tool\" style=\"font-size:25px\"><strong><strong><strong>Hire a customer relationship management tool<\/strong><\/strong><\/strong><\/h3>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Users always&nbsp;<strong>need an immediate response<\/strong>. For this reason, you&nbsp;<strong>must be able to offer immediate service<\/strong>. For this, you can&nbsp;<strong>count on a tool<\/strong>&nbsp;that helps you to&nbsp;<strong>manage these relationships.<\/strong><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h3 class=\"wp-block-heading\" id=\"h-optimise-the-lead-management-process\" style=\"font-size:25px\"><strong><strong><strong><strong>Optimise the lead management process<\/strong><\/strong><\/strong><\/strong><\/h3>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Throughout the campaign, you must&nbsp;<strong>track your analytics<\/strong>&nbsp;to&nbsp;<strong>see if it is working or not<\/strong>. If it does&nbsp;<strong>not<\/strong>&nbsp;<strong>perform effectively<\/strong>, you will know&nbsp;<strong>what changes to make.<\/strong><\/p>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:73px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How to develop an optimal lead management process? In B2B lead generation campaigns, you&nbsp;don\u2019t only have to focus efforts on obtaining new leads. You need to&nbsp;develop a process related to lead management. Consequently, you&nbsp;will increase the chances to convert them into potential customers. The lead management process is based on&nbsp;identifying potential leads, the&nbsp;ones that are [&hellip;]<\/p>\n","protected":false},"featured_media":9645,"parent":0,"template":"","tags":[1189],"blog_cat":[],"blog_language":[],"class_list":["post-9649","blog","type-blog","status-publish","has-post-thumbnail","hentry","tag-b2b-lead-generation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to develop an optimal lead management process? - Gotoclient<\/title>\n<meta name=\"description\" content=\"It&#039;s essential to develop a lead management process is essential to increase leads conversion. 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