Leads are people who you believe will be your next potential buyers. However, today’s marketers find it difficult to digest the true meaning of leads. They are more concerned with gathering a high volume of contacts rather than converting them into buyers. As a result, many businesses can pass the first stage but fail to reach the following stages of the sales lead generation process.
So, how do you get to the final stage of closing your deal? You can only do so by organizing your leads effectively.
Yes, organizing your leads will help you discover the right customers and thus accelerate your company’s progress towards achieving its goals. In addition, when leads are appropriately organized, the gap between the sales and marketing teams can be bridged, allowing them to launch campaigns that resonate better with prospects.
This article will cover you if you feel short with no ideas for organizing your leads. So, without further ado, let us look at some of the effective tactics for organizing your leads:
1. Divide your leads into groups
When you segment your lead collection into several branches, you can quickly determine which clients to pass through your sales funnel and which clients to discard. You can use a marketing automation tool to categorize and segment your leads. This segmented list will be beneficial in nurturing your prospects.
2. Prioritize your leads
Lead scoring identifies which leads are most likely qualified for the following sales process. It displays the score of your leads depending upon their behavior and demographic information, such as the number of visits, page views, form conversions, email opens and clicks, and so on. The higher the score, the greater the possibility of converting the lead!
The lead scoring process varies by company due to its unique factors and needs. As a result, you must design your lead scoring scheme based on the criteria by which you will evaluate your prospects.
3. Nurture your leads
The most crucial aspect of B2B sales is lead nurturing. This process can potentially convert your cold customers into loyal prospects. Now that you have completed the first two steps, you understand where your leads are in their current sales cycle. Are they in the middle or at the top of your sales funnel?
If your leads haven’t entered your sales funnel yet, it’s time to nurture them with personalized emails, valuable content, and promotional offers. Such leads who aren’t ready to be passed on to sales often appear in the research stage, determining whether your product can solve their pain points. This is where you need to educate your new leads about your product and brand.
4. Assign your leads to the sales team
It is time to distribute your leads to the appropriate sales team members. When passing leads, ensure to pass only those who have achieved the minimum qualification score for the lead test. Furthermore, ensure that your sales team collects as much lead information as possible or performs at least a minimal follow-up to stay in the prospect’s spotlight before any potential conversion.
Sometimes you get leads that don’t need to be nurtured anymore! In such a case, you don’t have to forward such leads to your sales teams.
5. Keep track of your sales cycle and leads
Monitoring your leads will lead you to the ultimate goal of closing sales. So, keep an eye on the entire sales cycle and continue to optimize each step of the sales lead generation process for better results. Evaluate, refine, and score your leads when they are handed off to your sales team. It ensures that leads do not get lost throughout your sales process.
Try to collect all your customer interactions and keep your CRM up-to-date with the lead status. You need to effectively manage, track, and develop relationships with leads to turn them into actual revenue. Implement the above practices to organize leads and move deals closer to your pipeline. Besides these practices, consider what other strategies you can employ to organize your lead management process.