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How to Choose the Right CRM Lead Management System for Your Company
Graphic show pieces of a circular puzzle coming together. Visualizing the importance of fit for lead management systems in a sales process.
May 27, 2021
Elizabeth Dubin

Overview

CRM is short for customer relationship management. It’s a software program that allows companies to manage their customers and sales leads. It records and tracks customer information, such as buying preferences, budgets, and other information.

There are many third-party CRM solutions on the market today. However, there’s only one that’s been shown to be effective in helping companies close sales.

In this post, we’ll discuss how to choose the right CRM solution for your organization.

What is Lead Management?

Leads are prospective customers who haven’t made a purchase yet. Leads come in through many different sources: trade shows, web forms, conversations.

When you’re first starting, you may only have a handful of leads. But as your business grows, so do your leads. Nurturing all of these new leads can quickly become overwhelming without a CRM Lead Management System.

Lead management is a strategy to capture and nurture leads until they become an opportunity and eventually a paying customer.

A lead management system brings leads into your business then nurtures them until they are handed off as qualified opportunities to sales reps.

Lead management is a centralized process helping to automate and streamline your lead process including:

  • Lead capture
  • Lead nurturing
  • Lead scoring and qualification
  • Lead conversion
  • Lead tracking

Why is Lead Management Important?

Lead management defines a clear process for your business.

Using a CRM lead management system gives your team a shared understanding of best practices to nurture, qualify, and convert leads into opportunities.

Lead management organizes and visualizes your lead data.

With a CRM lead management system, you can quickly visualize all your leads, their size, and where they are in your sales process.

Automating data capture, manual entry tasks, and communication processes saves time, avoids data errors, and creates clear and consistent branding for your business.

Lead management enables you to prioritize your prospective customers.

Keep potential opportunities from falling through the cracks and give your leads the individualized information they need to become happy customers.

How Can CRM Help Track and Manage Leads?

A CRM Lead Management System is designed with innovative features to help you track and manage your leads. CRM systems are efficient and can replace time-consuming manual entry tasks with automated tasks.

Look for the following top five features when shopping for a CRM Lead Management System.

Feature One: Lead Capture

The first step in the lead process is capturing leads. Look for systems that can automate lead capture and lead assignment.

As people fill out forms on your website, the data can automatically populate lead records in your CRM. In addition, lead assignment rules can automatically route these new leads to the appropriate sales rep based on the rules you create.

Automating lead capture and routing saves time, decreases error, and gives your reps the data they need to follow up with leads quickly.

Feature Two: Lead Nurturing

Nurture leads into paying customers. Respond quickly and don’t let leads fall through the cracks.  

Automated lead routing, quick activity buttons, email templates, and rule builders enable you to respond to your leads’ queries quickly and accurately.

In addition, easily view all communication with each lead in a visual timeline. Respond with context by reviewing previous communications and notes related to each lead.

Feature Three: Lead Scoring and Qualification

Lead scoring determines the sales readiness or perceived value of a lead to your organization based on categories you define. Look for systems that enable you to quickly visualize lead scores to help you spend time on the leads most likely to buy your product.

Lead qualification is a sales process that determines if a lead is a good fit for your products and services. Lead qualification determines a lead’s readiness to purchase your product or service.

Lead qualification can include gathering information on the following questions (your qualification process may be different depending on your industry)

  • What are the needs of the lead both now and in the future?
  • Does the lead have the budget to purchase your product/service?
  • Does your product/service meet the needs of the lead?
  • What is their timeframe? Can you work within this timeframe?

Look for a product with lead stages and guided sales steps that you can define to guide your reps through your lead management process.  

Feature Four: Lead Conversion

Transfer qualified leads to your sales team by converting leads to opportunities.

Look for a system with automated lead conversion to convert leads to opportunities at the click of a button. As leads convert, the system automatically creates and links new data records.

Automatic lead conversion helps to maintain clean data and streamlines your process.

Feature Five: Lead Tracking

Track where leads are entering your sales funnel and identify your most valuable sources.

Look for systems that enable you to track, analyze, and chart this data. Use these insights to build better marketing campaigns.

You might be interested in exploring some of the CRM Lead Management Systems that include automated marketing bundles.

Choosing the Right CRM Lead Management System

Track and manage your leads with innovative features that grow with your business.

By now, you’re probably imagining many ways a CRM Lead Management System can help streamline and scale your business.

The next step is to try it out. See the difference a lead management system can make for your business.

Get started by trying the Veloxity Lead Hub free for 30 days!

Experience the CRM Lead Management System most effective at helping companies close sales.

Veloxity CRM is a leading provider of Customer Relationship Management (CRM) software enabling you to manage your sales organization, products, and customer data. Veloxity CRM offers best-in-class usability with its innovative Hub, Kanban views, and more such as graphical Sales Division Management, Automated Lead Routing, and Intelligent Forecasting, all reachable through Veloxity’s intuitive, responsive, web-based user interface. Veloxity is a platform that can be tailored to your particular business needs and is suitable for both B2C and B2B businesses. More information about Veloxity CRM is available at www.veloxity.com