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Leads in CRM systems refers to individuals who may potentially become your customers, but aren't at the moment. A lead is also known as a prospect. Leads are typically turned into contacts, companies and deals/opportunities or dismissed as junk.
Leads need to be scored or qualified each time they are entered in your CRM. To do this, you need to collect information about the potential customer, such as their level of interest, amount of budget, or the size of the company. A lead who has expressed interest in your product, such as having requested a quote or attended a webinar, is labeled as a 'warm' lead. Likewise, a lead who has shown interest in buying your product, such as having requested an invoice or asked for a price quote, is referred to as a 'hot' lead. On the contrary, those leads that aren't qualified to purchase your product are termed as 'junk' leads.
Enter company and contact information, automatically record sales activities, and effortlessly keep all records updated. View each and every interaction you've had with contacts, and employ this data to create campaigns that result in more closed deals.
Receive actionable insights that your sales team will actually use by automatically pulling company details from our extensive business database.
Turn your most effective and recurring sales emails into templates, and build a repository of documents that you can access inside from within your inbox and share with your entire team.
View detailed interactions between your website and a contact at a single location, including page views, form submissions, sales activity, and more.
Connect in real-time with website visitors and convert new leads, close more deals, and provide better support to your customers.
Lead Management Software and CRM are two different things. However, sometimes there is a very fine distinction, since there are quite a few overlapping features. In fact, both the terms are used quite loosely, and interchangeably to describe a system that manages the complete customer lifecycle.
Lead management software brings in the leads and navigates them through the process of qualifying and nurturing. Then, it hands them off to your sales reps who turn leads into paying customers. This is the point where your CRM takes over.
Businesses generate leads through numerous sources and different channels such as websites, ads, cold calls and emails, events, etc. Because of the availability of such a wide range of sources, it’s critical to have an effective system to manage leads. In this case, a spreadsheet or a simple contact database will not be sufficient.
A large number of businesses find it difficult to convert leads to customers because they cannot differentiate the hot leads from the cold ones. As a result, they end up missing out on strong opportunities. Implementing lead management gives you a centralized process to manage lead information, score leads, maintain communication and even nurture them consistently.
A powerful Customer Relationship Management system offers a number of features and functionalities at an affordable price point. A CRM impacts a business significantly. It helps in nurturing leads and building better long-standing relationships with customers even before interactions with the sales team happen.
By executing effective marketing campaigns, tracking leads and acting on actionable data points, CRM software can nurture leads strategically, thereby ensuring better rates of successful closure.
In today's competitive environment, there are a large offering of lead management tools to choose from, usually packaged as part of a larger CRM suite. Ensure that you do your research and take your time when making a purchasing decision. Ask relevant questions focused around building up a strong customer base for your business.
If you work in a niche industry, don’t overlook slightly smaller providers. While some companies aren’t as well known, it doesn’t mean their software isn’t every bit as impeccable as a mainstream solution.