A description through the lead management system
For any business one of the most essential things needed is a proper lead management setup and the proper functioning of which can ensure greater volume of sales leads and more business. In this respect it should also be kept in mind that the lead management system can be of two kinds manual and automated. But the fact is that these days most business concerns are in favor of choosing automated lead management system for the better perfection and advantage of the lead management process. The prospect of a company depends greatly on its business nature; in case of an insurance company the prospects are insurance leads, in case of debt settlement company debt settlement leads are the unit prospects and so on. How these prospects are generated and how these prospects are professionally handled is decided by lead managing system.
Thus the fact is that though the lead management system serves the same purpose in case of all business units, it may work in different ways as per the requirement and coordination level. Modern lead generation system is thus not dependent on the manual process, rather it is managed and handled by specific software termed as the lead management software.
In general the lead management system covers mainly four integrated processes consisting of lead generation system, lead filtration process, lead tracking system and lead nurturing process. Although these four processes seem to be different from one another but in reality each of them are interrelated with one another. The first step in this process is the lead generation processing wherefrom unit prospects or the leads are generated. The function of the automated process is to collect all the details of these leads an incorporate them into the existing database.
Now those leads which gets matured by sales approach are taken into account of matured prospects and are not being sent for further processing. But those do not mature in this process are being nurtured by the lead management process for enhancing customer care relationship. These leads are not instantly closed, but are taken into the process of lead tracking system. This automated tracking system tracks the leads and follow the sales leads which are nearly to close or will be closed within a short while. The leads which are not matured by the simple tracking system are further taken under the lead nurturing process and relevant followup in terms of the professional communication starts commencing.
After the lead nurturing when any lead tends to function as new prospect it leads to the lead generation process. While filtering the leads it is analyzed from the point of it potentiality and it helps in providing input in the CRM policy of the company. The lead tracking process helps in 3-fold ways. In one dimension it helps in closing sales, in second phase, it initiates the generation of new prospects and with the help of the tracking process it tends to strengthen customer care process thus supports CRM policy planning.
Thus the automated lead management systems helps to a great extent for sales force automation. while on the other hand the manual process there are chances for having errors but in case of the automated system the chances of errors are cut short to a great extent.
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