Category: lead management

How to turn your Leads into Prospects?

leads into prospects_IGD“We need more leads.” That’s the rallying cry from most sales-driven organizations.

If you ask the sales team what defines a lead, they’ll tell you “high quality.” That translates to “ready to buy decision-makers who have a budget in place”. Sure, piece of cake — let me snap my fingers. Continue reading “How to turn your Leads into Prospects?”

Lead Management in your Business

Lead management is a complete process of tracking and managing sales leads consisting of lead generation, capturing lead intelligence, filtering leads and distribution of qualified leads to the marketing team for lead nurturing and high priority leads to sales team for conversions. Continue reading “Lead Management in your Business”

How Much Should You Pay for a Sales Lead?

sales leadsWhen planning a B-to-B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the allowable cost per lead for your campaign. This number can then be used as a benchmark for evaluating campaign investments, and deciding which ones are likely to work. If a campaign is looking like it’s not affordable, then you’ll want to make some tweaks, like find a stronger offer, or narrow your targeting. Continue reading “How Much Should You Pay for a Sales Lead?”

Techniques For the Success of Lead Management

lead management-IGDLead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. Unfortunately, many marketers don’t employ clearly defined lead management practices. And when you don’t have processes in place, you risk decreased ROI, a leaky sales funnel, and poor relationships with leads and customers. Continue reading “Techniques For the Success of Lead Management”