How to manage your leads well when you don't have time?
Posted: Mon Jan 06, 2025 3:31 am
If your web strategy is effective, you should generate a significant volume of leads . As an indication, our strategy allows us to generate more than 300 leads for the agency each month.
To properly manage your leads, you must address 3 challenges:
Nourish their purchasing thinking to bring them to maturity.
Pass them on to the sales department at the right time.
Doing all this without having time!
To address these challenges, we have defined a clear process and hierarchy for managing panama email list and assigning leads using a so-called “Lead Management” matrix.
Our Lead Management matrix allows us and our clients to be more effective in the sales approach.
Gather key information to build your Lead Management matrix
In order to understand the Lead Management matrix, it is essential to determine what your ideal prospect profile is: we are talking about Persona .
Referring to your Personas allows you to determine whether the leads coming from your website are sufficiently qualified. From then on, you are able to have the relevant forms on your website to retrieve all the information you need to validate whether a lead is qualified or not.
To create these forms, refer to your Personas and ask the sales team the right question: “What kind of lead do you want to manage?”
To determine if a lead is qualified enough, you need to collect two types of information: demographic information and behavioral information.
Demographic information could be the lead's job title, company size, industry, or primary goal.
To complete this portrait of your ideal prospect, you can use information based on your lead's behavior. Here you can analyze information such as:
the number of pages viewed on your site.
time spent on important pages (services, customer cases, etc.).
the number of forms completed.
the level of interaction with your marketing emails and newsletters.
By compiling this demographic and behavioral information, you can determine whether your prospects are qualified and mature enough to have an initial exchange with your sales department.
Gauging the level of interest and maturity of your leads is exactly the goal of this approach.
Leverage your Lead Management Matrix
Your Lead Management matrix is made up of two types of information: implicit and explicit data.
Implicit data, by definition, is information that is not intentionally provided by your lead. It is collected from data streams primarily from interactions with your website, social media, and emails.
Conversely, explicit data is information intentionally provided by your lead when submitting a contact form, for example.
But how can you use these two types of data to optimize your lead management? How does data management allow marketing to pass leads to sales at the best time?
By cross-referencing the Lead Management matrix and all the data collected, the marketing department is able to situate each lead in the purchasing process and therefore establish the type of action to be taken for each of them.
The idea here is to prioritize the processing of the most mature leads by the sales department and to feed the thinking of others, ideally automatically with a Marketing Automation solution .
When you generate a new lead from your website, marketing and sales can quickly position it in the Lead Management matrix and determine how to manage it.
In the Lead Management matrix below, the x-axis represents a prospect's level of interest in your offering while the y-axis represents your prospect's level of qualification.
To properly manage your leads, you must address 3 challenges:
Nourish their purchasing thinking to bring them to maturity.
Pass them on to the sales department at the right time.
Doing all this without having time!
To address these challenges, we have defined a clear process and hierarchy for managing panama email list and assigning leads using a so-called “Lead Management” matrix.
Our Lead Management matrix allows us and our clients to be more effective in the sales approach.
Gather key information to build your Lead Management matrix
In order to understand the Lead Management matrix, it is essential to determine what your ideal prospect profile is: we are talking about Persona .
Referring to your Personas allows you to determine whether the leads coming from your website are sufficiently qualified. From then on, you are able to have the relevant forms on your website to retrieve all the information you need to validate whether a lead is qualified or not.
To create these forms, refer to your Personas and ask the sales team the right question: “What kind of lead do you want to manage?”
To determine if a lead is qualified enough, you need to collect two types of information: demographic information and behavioral information.
Demographic information could be the lead's job title, company size, industry, or primary goal.
To complete this portrait of your ideal prospect, you can use information based on your lead's behavior. Here you can analyze information such as:
the number of pages viewed on your site.
time spent on important pages (services, customer cases, etc.).
the number of forms completed.
the level of interaction with your marketing emails and newsletters.
By compiling this demographic and behavioral information, you can determine whether your prospects are qualified and mature enough to have an initial exchange with your sales department.
Gauging the level of interest and maturity of your leads is exactly the goal of this approach.
Leverage your Lead Management Matrix
Your Lead Management matrix is made up of two types of information: implicit and explicit data.
Implicit data, by definition, is information that is not intentionally provided by your lead. It is collected from data streams primarily from interactions with your website, social media, and emails.
Conversely, explicit data is information intentionally provided by your lead when submitting a contact form, for example.
But how can you use these two types of data to optimize your lead management? How does data management allow marketing to pass leads to sales at the best time?
By cross-referencing the Lead Management matrix and all the data collected, the marketing department is able to situate each lead in the purchasing process and therefore establish the type of action to be taken for each of them.
The idea here is to prioritize the processing of the most mature leads by the sales department and to feed the thinking of others, ideally automatically with a Marketing Automation solution .
When you generate a new lead from your website, marketing and sales can quickly position it in the Lead Management matrix and determine how to manage it.
In the Lead Management matrix below, the x-axis represents a prospect's level of interest in your offering while the y-axis represents your prospect's level of qualification.