Importance of Leads Module in CRM
By Amer Wilson
First things first… What is a Lead?
A lead is someone who has shown interest in your company’s product or service but you possess very little information about that person. You do not know about their level of interest, budget, industry vertical, company size etc. Leads are the first stage in the sales process. If they clear the first stage, they become prospects and move on to the second stage of the process.
Why are Leads so important for a business?
No matter which industry you operate in, the competition has become fierce. You need to cut through many layers to get your message across to the right audience. This makes acquiring new leads extremely difficult and cumbersome. But you have set up your business to make profit and without getting new leads into the sales funnel, you run the risk of not making enough money to meet expenses to the point that you might have to shut down.
Consequently, you need a CRM software that can efficaciously handle the lead management process to ensure that you stay on top of things and have complete control over selling activities.
How can CRM help track and manage Leads?
Leads module plays a significant role in CRM software and is primarily responsible for boosting sales of the organization. Catering to the major functionality of CRM software, Leads module automates and optimizes the customer generation process. The initial phase of customer generation process is managed by the Lead module which not only identifies the potential customers but also helps convert those potential customers (leads) into contacts, accounts or opportunities etc. Lead module provides assistance in leads management by offering a number of functionalities including:
- Keeping details of leads
- Tracking of Lead Source
- Keeping track of follow-up
- Assigning Sales person to the lead
- Monitoring status of communication
- Sending reminder to the assignee (customizable feature) etc.
You cannot expect to generate customers until and unless you manage your leads intelligently. Poor management, lack of follow-up and delayed response can make you lose your Lead and the chance of expanding your customer base. So, customize your lead module to the level you can, manage your leads there, keep following up till they convert into your sales opportunities.
Harmony between Sales & Marketing team
Salespeople and marketers usually define a lead in different ways. However, the fundamental issue is that both the departments need to be in strong agreement when it comes to defining the sales processes as both play a vital role in qualifying a lead first into a prospect and then into a deal. Marketers must ensure that they pass on quality leads who have the potential of making large purchases to the salespeople who should spend their energies servicing those valuable leads to generate revenue for your business.
A few Plugins in CRM that will increase your conversion rate
Once a lead is generated in the CRM, the next step involves a sales rep reaching out to him/her via phone call. Life will become extremely easy for sales reps if they can make the call from inside the CRM system with the click of a button and also take important notes during the call. Twilio is one such plugin which allows you to do this. Moreover, if a lead calls you, Twilio pulls all the information of the caller and displays it on the screen, enabling your salespeople to have an informed conversation.
Give Twilio a go. Start your 30 day free trial by clicking here
The plugin allows you to plot all the leads (Accounts and Contacts too) saved inside your CRM on google map. The Accounts are shown by red pins, the Contacts in blue pins and the Leads in green pins. This lets you differentiate among the record types and also lets you focus on a specific type of record. For example, it lets you visualize all the Leads which your sales team need to visit. Moreover, your sales reps can plan the trip to visit leads in advance as the route planner feature in Salesmap helps them discover the best possible route from their source to their destination.
Boost productivity of your sales reps? Start your 30 day free trial of Salesmap by clicking here
People who land on your website are potential leads and there must be a way to enter their details inside the CRM. CXM integrates your WordPress website with your CRM. As soon as the user submits the ‘Contact Us’ form including his details, a new lead is automatically created in your CRM with the user’s information including his device and geo-location. Your sales team can now make more informed decisions on how to engage the customer. In addition to all the tracking information, CXM also pulls the lead’s social information and interests based on the email address and stores in your CRM for better customer insight.
Capture leads from your website. Start your 30 day free trial of CXM by clicking here
You can always get your leads module customized so that it mirrors your business processes. Moreover, you can extend the functionality of your CRM system by integrating it useful third party apps so you need not handle multiple platforms to to run your business. A single, consolidated CRM solution empowers you to manage leads smoothly and stay ahead of the curve.