Suppose you spend an hour on a call with a lead to know that it is irrelevant to your business in the end. That stinks, right?
But, it is the reality of the sales world. Salespeople spend the majority of their time chasing irrelevant or cold leads. It leads to time and money wastage. Therefore, 61% of respondents find lead generation the toughest task.
But, lead automation can be a solution. You can organize your leads in the sales pipeline using a lead management system . You can gain a horizontal view of the status of your lead. It enables you to determine the position of lead and readiness to convert.
Moreover, lead tracking software can alert you when a lead is nurtured or dropped from your funnel. Lead automation can make it possible to amplify your sales rate by reducing lead leakages.
Do you want to know how to use lead automation to boost sales and revenue? Then, let’s walk through this guide.
Watch Video:- How Lead Management System (CRM) Works
What is Lead Automation?
Lead automation uses software to automate activities such as lead generation, qualification, scoring, distribution, and nurturing.
The old method of walking leads through the sales funnel without scoring, qualifying, or distributing them can cause a disconnect between teams and result in the loss of high-value leads. Not only that, but you'll waste time and money on leads who may never become customers. By automating sales funnel processes, you can create a smooth-running and efficient process that will aid in the conversion of leads to customers.
Reasons to Automate Lead Management Process
The lead management system can ensure you never miss a lead. You can build a relationship with your potential leads and use personalized approaches to vet them with a clear lead view.
Further, lead automation is beneficial to:
- Streamline your staff
What makes a dynamic sales and marketing team tick?
Everything boils down to effective lead generation. Without it, opportunities start to dwindle. Because leads with bad intentions are being pursued.
It's the opposite of lead automation. Because sales teams can follow up on the most promising leads. In other words, those who are most likely to convert.
- Target ideal customers only
Not to mention the wonders lead automation performs for the marketing team. The more information they have about the leads, the better their messaging will be.
Every lead generated contributes to the ideal customer profile (ICP) puzzle.
This means that the targeted leads with the best chance of closing will be the ones who come through over time.
- You will not lose a lead — Real-time tracking
It's challenging to keep track of all leads at once. However, leads can be visualized, tracked, and managed in real-time with the lead tracking software .
- Aids in comprehending consumer behavior
Lead management software gives you better insights into customer behaviors throughout their purchasing journey. It also enables you to reach out to your customers appropriately.
- Simple multi-channel lead management
Perfect lead management software allows you to manage multiple channels from a single location. Leads can be captured and nurtured using various digital marketing channels.
- A comprehensive, holistic perspective
Understanding customer preferences is critical in your business. A good lead management solution will allow you to enrich and track data from multiple ad campaigns in one place.
- Retargeting and engaging with a specific audience
Your company's perfect lead management solution will provide intelligent re-engagement and improve campaign efficiency in real time.
Real-time reports help you get actionable insights and better analytics insights from every campaign you run across multiple platforms.
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How Can Lead Automation Improve Your Sales Funnel?
Automation can help you manage and analyze your sales funnel in real-time. It can help to move only potential leads through your sales funnel so your sales team won’t waste time on irrelevant leads. Plus, lead automation solutions can help salespeople as follows:
Easy lead management
Lead automation includes a wide range of touchpoints through which leads can enter your sales funnel, including PPC campaigns, social media, landing pages, websites, phone calls, and more. Then, when you generate leads, automation takes over to place them in the right place in real-time with no involvement from you after the initial setup.
Assign leads to the right salesperson
When you collect leads, they are routed to the salesperson who has the best chance of converting them into customers. This means that your salespeople will spend less time trying to fill their funnels and more time focusing on the leads that are handed to them. In addition, there is no guesswork about what should happen with each lead at each stage. This allows sales teams to focus on what they do best: selling!
Chase the best opportunities
Salespeople can reduce the sales cycle by prioritizing leads most likely to convert once leads have been qualified and scored. They can see where their best opportunities are at a glance and prioritize those. This improves the company's sales process and provides a better customer experience.
7 Best Practices to Automate Your Lead Management Process
Automation can help you target the right leads to improve your conversion rate. But that’s only possible when you do the lead automation the right way. Here are the best practices that you can follow to automate your lead management process:
1. Understand your customer journey
Understanding your customer's thought processes during their sales journey is critical so that you can market your brand and have as many touchpoints with them as possible.
Many businesses will create a visual representation of a customer's interaction with their brand from the time they realize they need a product to the point of purchase. Once you understand your customer's journey, you will be able to intervene at critical points to engage and close a sale.
2. Automate internal workflow
You can streamline your sales funnel by automating your internal lead-handling processes. The faster a lead is received and assigned to the correct department or organization within your sales funnel, the sooner your team can reach prospects ahead of competitors.
Furthermore, automating lead assignments can reduce response time and eliminate the process's guesswork or manual tasks. It also frees up your time, allowing you to respond to more leads in less time or focus your efforts elsewhere, knowing that your automation system assigns leads effectively.
3. Lead stages mapping
Knowledge of where a lead is located in your sales funnel at any given time is critical for following up with the lead until the sale is closed. Having a predetermined set of stages through which a lead progresses is the simplest and quickest way to track this at a glance.
For example, your lead stages could be as straightforward as New - Contacted - In Progress - Awaiting Response - Sale Won - Sale Lost. Knowing where a lead is at any given point lets you track your sales performance and make any necessary changes to your lead flow.
4. Automate lead nurturing
Nurturing leads is crucial to your business's success because these tactics directly impact a prospect's decision to buy your product. The primary goal of nurturing leads through the TrackOlap platform is to provide multiple touches and timely follow-ups.
Suppose salespeople haven't updated a lead in your sales funnel in a certain amount of time. In that case, TrackOlap will automatically send a reminder to the reps, notifying them that the lead requires attention and should be followed up on. This internal nudge holds all parties accountable and provides clear visibility across the organization on the current status of a lead.
5. Smooth communication flow
Develop a lead communication and follow-up strategy. Not only should you know when and how frequently to communicate with and follow up with your leads, but you ought to have an internal communication strategy in place.
According to studies, 80% of sales require five follow-up calls after the initial point of contact, so make sure reps don't give up after one. Maintaining open lines of communication within your organization also ensures that your process is working and that the leads you receive are of high quality.
6. Build automatic workflow
TrackOlap can be used to assist you in the creation of workflows by collecting lead data. Most businesses already have a CRM that includes other marketing automation tools to send lead-nurturing emails based on where the lead is in the sales funnel.
By using TrackOlap, you can automatically receive any updates on leads back into your CRM. Then, depending on where the customer is in the funnel, you can send nurturing or drip communications to them.
7. Use external lead generation software
External lead generation tools can assist you in obtaining multiple leads from various sources to obtain the most qualified leads for your company. Lead generation tools can be used on landing pages, chatbots, social media, blog posts, in-person events, and other platforms. Converting visitors to leads at any point in their customer journey will ensure that your sales funnel is healthy.
Get TrackOlap to Boost Your Sales!
Are you ready to automate your lead management process? Then, TrackOlap is also ready with all the essential tools to help you. We have phenomenal lead management and tracking tools to ensure you never lose a lead.
To know more about TrackOlap lead management app, get in touch today and Book Your Free Demo !