When it comes to lead management, there are some best practices that can help you take full advantage of lead management software.
Define the difference between interest and intent
How do you distinguish a lead that’s just looking around from the ones that really intend to buy?
To better manage your leads, you need to differentiate people who are just interested in your content, downloads etc. just for their information but are not willing to buy from those people that have the intent to buy.
With the help of lead scoring, you figure out leads that are actively in the search of a solution to their problem and segment them leads according to their behavior.
Leads receive scores by virtue of actions they take on your site or with the email’s you send them. Leads who get the highest scores deserve the most attention.
Align your sales and marketing people
Before you qualify your leads, your sales and marketing people need to define the criteria on what they will be analyzed.
They must determine together what is a marketing qualified lead (MQL) and what is a sales qualified lead (SQL).
Lead management software helps you follow the criteria to qualify your leads.
Understand your lead’s needs
It is important to understand what your lead’s needs are and what they are looking for.
This will help you to build their customer journey .
Content to support your nurturing efforts
Produce relevant and quality content which answers questions your leads have..
Create content that explains how you meet the needs of a prospect to build trust with them.