typical lead distribution workflow looks.
Posted: Sat Dec 07, 2024 3:39 am
Lead management goes far beyond capturing leads and reaching them with email campaigns. To convert leads, you need to be strategic at each stage of the customer journey.
In this guide, we’ll share everything you need to know to set up an effective lead management process and move your leads down the sales funnel.
Lead management: Table of contents
What is lead management?
5 Stages of lead management
3 Best lead management systems
How to manage leads in Brevo
Automate your lead management strategy with Brevo
What is lead management?
Further reading: 12 Drip Email Campaign Examples to Inspire and Drive Conversions
4. Lead scoring
Think of lead scoring as a way to gauge how interested your leads are. The higher the score, the hotter the prospect. To get the most out of your lead lists and create detailed lead profiles. Then set up a lead scoring model.
Based on the pre-defined criteria, it will lebanon telephone number data automatically assign points to each touchpoint. For example, opening an email might earn 5 points. Clicking a link within the email could be worth 10 points. And visiting your pricing page might net 20 points.
Remember that lead scoring isn't a one-time event. It’s an integral part of the lead nurturing process. Create separate segments for leads with higher scores and those with lower scores. This way, you can reach each group with targeted email sequences.
Both lead scoring and lead nurturing will refine your lead pool. Eventually, you’ll be able to identify those ready for personalized sales outreach.
Pro tip: Set up an automation workflow with branching logic beforehand. From there, your leads will move seamlessly through the sales funnel based on lead scores.
5. Lead distribution
Eventually, marketing qualified leads (MQLs) become sales qualified leads (SQLs). That means they’re ready to be connected with the sales team.
Set up automated lead routing rules in your customer relationship management (CRM) system to assign SQLs to the right sales rep. Here's how a
Identify the actions that signal a lead is sales-ready and set up triggers. This could include visiting pricing pages, requesting demos, or attempting to access premium functionality in a free plan.
Assign sales-ready leads. When a lead triggers a sales-ready action, they’re automatically moved to a "hot leads" contact list and assigned to the appropriate team member.
Automatically create a new deal in the sales pipeline. Do this if your sales and marketing teams have already defined a high-quality lead profile. This could be based on high-intent website actions or product interactions.
In companies with varied product lines and large sales departments, leads are distributed based on specific criteria (e.g. sales rep specialization or language).
In this guide, we’ll share everything you need to know to set up an effective lead management process and move your leads down the sales funnel.
Lead management: Table of contents
What is lead management?
5 Stages of lead management
3 Best lead management systems
How to manage leads in Brevo
Automate your lead management strategy with Brevo
What is lead management?
Further reading: 12 Drip Email Campaign Examples to Inspire and Drive Conversions
4. Lead scoring
Think of lead scoring as a way to gauge how interested your leads are. The higher the score, the hotter the prospect. To get the most out of your lead lists and create detailed lead profiles. Then set up a lead scoring model.
Based on the pre-defined criteria, it will lebanon telephone number data automatically assign points to each touchpoint. For example, opening an email might earn 5 points. Clicking a link within the email could be worth 10 points. And visiting your pricing page might net 20 points.
Remember that lead scoring isn't a one-time event. It’s an integral part of the lead nurturing process. Create separate segments for leads with higher scores and those with lower scores. This way, you can reach each group with targeted email sequences.
Both lead scoring and lead nurturing will refine your lead pool. Eventually, you’ll be able to identify those ready for personalized sales outreach.
Pro tip: Set up an automation workflow with branching logic beforehand. From there, your leads will move seamlessly through the sales funnel based on lead scores.
5. Lead distribution
Eventually, marketing qualified leads (MQLs) become sales qualified leads (SQLs). That means they’re ready to be connected with the sales team.
Set up automated lead routing rules in your customer relationship management (CRM) system to assign SQLs to the right sales rep. Here's how a
Identify the actions that signal a lead is sales-ready and set up triggers. This could include visiting pricing pages, requesting demos, or attempting to access premium functionality in a free plan.
Assign sales-ready leads. When a lead triggers a sales-ready action, they’re automatically moved to a "hot leads" contact list and assigned to the appropriate team member.
Automatically create a new deal in the sales pipeline. Do this if your sales and marketing teams have already defined a high-quality lead profile. This could be based on high-intent website actions or product interactions.
In companies with varied product lines and large sales departments, leads are distributed based on specific criteria (e.g. sales rep specialization or language).