Awesome.
In our previous section we discussed all about campaign management.
We learned how to create campaigns and sales force how to create campaign hierarchies and sales force.
And also we discussed about the role of marketing team and also the best practices that they need to
follow to effectively run a successful campaign.
And why do we do all these to generate leads.
That is the overall objective.
There is the overall objective that any marketing team work towards to to generate more leads.
Awesome.
So now that we have generated more leads.
What do they do with those leads.
How do we take it forward.
So that does the section all about lead management.
So in this section we understand what all the steps for effectively management and after that let's
understand how to create leads and sales force and how to can work leads in sales force.
So that is what this whole section is all about to start with.
And let's understand the various steps for effective lead management.
What does this step one to align sales and marketing.
So.
To start with what does the lead lead as basically a person or a company who may be interested in your
product.
Right who is showing interest and who may become a customer.
Basically a potential customer.
As simple as that.
So that is call as a lead.
So the very first step in effective lead management is to align sales and marketing.
First let's understand what is marketing and what is this.
What is marketing.
The marketing team is the team that is responsible for running campaigns promoting their product and
to generate leads.
That is a main objective of marketing lead marketing team and those leads they pass it on to the sales
team and the sales team.
The inside sales teams what do they do.
They become the lead.
From that point and then they contact the leads create opportunities.
Finally successfully close the opportunity and close the sales.
So this is a marketing team and this is a sales team and this is their overall objective that they work
towards too awesome.
So now that the process goes on like this the very first step the very first best practice in any system
in any company should be to align the sales and marketing.
They should work together right.
One of when they work together it's going to the outcome is going to be a successful one.
So align your sales team and marketing team So what do we do for aligning sales and marketing.
The important task that we need to do here used to map all these sales process.
It should be properly defined and in place.
So everybody has got a good understanding of the various stages of the sales cycle.
So define the sales cycle.
Define the various stages of the lead status that you want to track.
So everybody exactly knows what happens to leaders after they come in and ones you perfectly define
your sales cycle.
The next thing that you need to do is to have a clear handoff criteria between marketing and sales.
We need to clearly define when exactly a marketing lead is passed onto inside sales and then exactly
and inside sales lead should be converted should be converted to opportunity content contact.
So all these should be properly defined.
So everybody's on the same page.
There is no confusion and white passing on the leads of the inside sales.
The criteria may differ from organization to organization.
Some organizations.
They may have the criteria such as lead score and will leave a lead or reaches a particular lead school
only.
Then the marketing leads they pass it on to the inside sales.
But you know you may differ for other organizations as well but before passing on a lead it is always
the best practice to stick on to the band theory.
What is banned before budget is for authority.
The end for need for time line.
Basically we should us as if the lead has the necessary budget for authority if he is the person to
produce the product in need.
If the lead in the lead and really has the need for purchasing the product and the timeline.
When is the lead looking for purchasing a product.
Now after six months after one year.
So these this band theory which consists of four attributes B AT&T.
This should be considered before passing on the lead the insights into steam.
Awesome.
So this is about the handoff criteria.
Marketing should not and sales also should know about that handoff criteria and also define the success
metrics.
So how do you measure success for marketing and sales defined that metrics.
So you'll be sure that you'll capture the most important information as leads move through the funnel.
Awesome.
This is about Step 1 online sales and marketing.
Basically the sales and the marketing teams they should work together.
Before being successful let's move on to step to capture more leads.
Obviously more leads meaning more business meaning more profits.
So capture as many leads possible and use all possible options all possible channels to capture more
leads.
There are many automatic ways of capturing leads.
Good example is where to lead.
So it automatically captures leads into sales force and also like say for example into a deli you can
have more leads or whoever follows you who can add them to the system.
You can also import leads import leads meaning a marketing team they add in many trade tools webinar
so they collect more lead information so those lead information they can important to sales force you
have a data input was there to have data in order to have other data handler tools which you can use
for importing leads into leads manually as well.
So there are many ways to capture leads so capture more leads and enter into the sales full system.
Perfect.
This is a bold step to capture more leads and step 3 keep your data clean.
Yes it is just not sufficient that you capture leads.
It is more important that you clean your system because useless that a card is obviously not going to
do anything for your business.
So ensure that the lead records that you have they are clean without any duplicates and with the necessary
information needed.
Ensure that the data that you have is clean.
Say for example there is a lead record without any phone number without any email.
How can we even contact that lead.
So is it of any use having that lead record in the system so quantity more than quantity quality is
more important.
So keep your data clean clean your leads regularly use validation rules so that you can ensure that
whenever a lead gets into the system it has got the minimal required fields.
And we learnt in part two of the schools.
We learned how to create matching rules how to create duplicate rules so use that feature.
Use that feature to find out duplicates so that the sales reps will have that find duplicates button
using that they can find all the duplicates and clean the data so use that functionality liberates the
salesforce functionality so that you can keep your data clean and you can make most out of it perfect.
So that does about step three step for work lead efficiency.
Yes and all that you have a lot of leads in the system and you're also cleaning the data regularly so
you have lot of good leads in the system.
So what do you do next.
Work through the leads and also work it efficiently leads lead scoring is definitely one good way of
working through the leads efficiently and for lead scoring.
You can define a criteria that criteria again differs from business so you can define criteria like
maybe based on the rule like your 4C you will as you can give some criteria and a foreign managers you
can give a different criteria for members you can give a different criteria.
So with those scores you will be able to know like what is a maximum score.
And based on that you will be work on working on those leads.
And once you've defined those scores you can categorize them you can categorize them based on priority.
So more the score you can give more priority like priority 8 and less the score you can give a lesser
priority so you'll know exactly like which are leads to be followed immediately and to maintain contact
with.
So this is called us working through the leads efficiently you should know the quality of the leads
and how you need to follow up the leads and also assignment rules assignment rules is a definitely a
must use feature in every sense arc vital use assignment rules to road leads so that it reaches the
appropriate person and they can handle the leads appropriately so use assignment rules assign them to
specific cues or assign them to specific teams so that they can work on those leads efficiently.
So a step forward is all about working through the leads efficiently and the final step is to track
your lead generating effort.
Now that you have done so much of work here from step 1 to step for the step flight is still was it
the work that you have done.
You should see Lake which is the source that I'm getting the most leads from and which source is the
one that is giving me more leads which I'm able to successfully convert.
So you should have this overall understanding.
So track all your lead sources understand the ones that gives you the best leads you can use lead history
report you can use other reports on dashboards to basically analyze all this information and dashboards
will clearly show you these many leads were generated these many leads were converted these many leads
were successfully closed so you can see how weed goes through the channel and you can see Lake where
it is breaking down you can fix that.
So user reports used dashboards to analyze all the lead sources and track them to closure and you can
see how they go through the various stages.
So these are the final different steps for effective lead management that every company needs to follow
for effectively managing their leads.