Lead Management Process Done Right

The aptly named Mark Hunter (Sales Hunter), speaking on the subject of the sales and lead management process had this to say, “It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter

This short quote really hits the nail on the head, the key words being, “…handling the opportunities right.” A smart CRM, such as Teamgate, really helps you to handle those opportunities, and the whole lead management process perfectly.

So how can a CRM help your sales lead management process?

In order to have leads to manage you first need to discover those leads. Your Teamgate lead management process gives you a multitude of intelligent sales lead generation tools. Once you’ve launched your email marketing campaign you can track the results and commence your interactions with those whom you’ve managed to engage.

From smartly designed email sales campaigns you can track the results and follow up with targeted communication to any leads captured. It can also help the sales team to manage and import leads garnered from other sources, such as; trade shows, events, advertising campaigns, personal networking, Google Contacts, Excel, and a host of other methods.

Other smart lead gathering options within Teamgate include the Linkedin shuttle which assists you in importing Linkedin contacts directly to your Teamgate account with one click. The CRM allows you to import contacts from multiple externals sources and avoids duplication of information, saving you time and effort.

Nurture your leads smarter

Your CRM should assist you with the lead nurturing process – the actions you take on the journey from converting a lead to a qualified deal: schedule meetings and meeting reminders, add recurring events, note actions and all communications. Effectively take intuitive control of your diary and activity management.

A sales CRM like Teamgate can automatically attach email communications directly to the lead card, eliminating time wasted in the search for missing documents, information, and attachments.

Teamgate further simplifies your lead management process by allowing to you segmentalise your leads under a variety of categories. This eliminates the effort and time-wasting of searching through a mountain of files and allows you to simply target a selected segment. Lead segmentation adds a hugely valuable feature to your whole lead management process.

Lead scoring is the process of ranking the value of a prospect as measured against a scale of probability that the prospect will convert to become a deal. In other words, it’s a scale measuring the chances that a prospect is worth spending time on. This allows your sales team to prioritise the most important leads in the pipeline. You are in control of the criteria used when lead scoring, and the criteria which you use is usually based on past insights of leads who have converted. Chasing bad leads is a waste of time for sales teams, that’s why having the ability to employ lead scoring in your sales CRM reduces time wasted barking up the wrong trees.

Enhancing your phone as a weapon

Sales teams spend a lot of time on the phone, and that’s a fact. A sales person’s phone is their lifeline and their number one connection tool. With the Teamgate calling feature – SmartDialer – you come armed with an auto-dialer, call-recording, call routing, missed call reminder, and many other useful communication tools. With SmartDialer and Teamgate you’re always available, even when you’re busy and on the go.

The act of changing the status of a lead to that of a deal is just a matter of clicking the ‘convert’ button, which automatically transfers all communication history to the deal’s card with no loss of information or valuable time.

Another feature to assist with your lead management process in Teamgate integration with OpenStreetMap mapping. OpenStreetMap can provide a comprehensive view of your leads’, deal’s and customers’ geographic locations. This facility allows you to manage face to face meetings and to combine meetings within selected geographic locations.

Lead management process in a nutshell

Lead management can be a complicated process if you’re not well organised. Using the assorted combination of tools and functions available in Teamgate, your whole lead management process is both streamlined, and effortlessly handled, right across every stage of the complete sales pipeline.