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Lead Management Tools: Ultimate Recipe for Closing More Deals

Updated on
Oct 17, 20238 min read
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    Table of content

  • Lead Management Software: What is it?
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  • What makes Lead Management Software necessary?
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  • The components of a Lead Management Software
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  • Procedure for Managing Leads
  • What is Lead Management Software’s Return on Investment?
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  • FAQs
  • Conclusion

Lead management tools have become an essential ingredient in the recipe for success for businesses looking to close more deals. 

These tools help companies track, manage, and nurture leads throughout the sales process, ultimately increasing the likelihood of conversion.

By utilizing lead management tools, businesses can easily collect and organize their leads, automate certain aspects of the sales process, and gain valuable insights into customer behavior. 

This, in turn, allows sales teams to focus their efforts on the leads most likely to convert and to tailor their approach based on the unique needs of each lead.

With so many available options, choosing the right lead management tool can be overwhelming. 

However, the benefits of these tools are clear: increased efficiency, more effective lead nurturing, and, ultimately, more closed deals. 

Investing in the right lead management tool can be the ultimate recipe for success in the sales world.

Lead Management Software: What is it?

Lead management software seems straightforward. The more you look into it, the more complicated you'll find it to be. 

Whatever the source of your leads, you must screen them and nurture them before transferring them to the sales team.

And this entire procedure establishes the fundamental framework for a lead management system. You may be surprised to learn that just 25% of the prospects in your sales pipeline are real.

You may handle leads with a lead management system, nurture them with customized programs, and prepare them for sales. It enables you to monitor their actions and maintain tabs on their behavior.

It gets chaotic for you to keep track of all the leads once you start receiving more of them.

You require a lead management system because of this. 

As the leads are in different sales pipeline stages, engaging them in the best way possible is essential.

When you put a lead management system in place, you can decide when to pass leads forward to the sales team. 

This solution guarantees a huge improvement in your sales funnel by assisting your sales and marketing staff in being effective in what they do.

You will be able to produce informed customers who are aware of the value of your product with the help of the lead management system CRM. 

Sending timely ads based on the lead score can help you do this. 

Lead management solutions can help you generate income more quickly by assisting you in understanding the precise needs of your customers.

What makes Lead Management Software necessary?

You require lead management to comprehend the demands of your clients. Your sales team needs a lead management system to identify leads that are ready for sales.

They can avoid wasting time on unqualified leads thanks to this. A lead management system is necessary for many scenarios: 

1. Are all the leads captured?

You only do it correctly if you bring in every lead looking for you. You will be able to collect leads, both known and unknown if you have an effective lead management system working for you.

2. Do you have all the leads?

Once a lead fills out a form on your landing page, you should credit the newly produced lead in your lead management system for their prior visits. 

You may launch nurturing efforts and perform demand-generating activities with lead management software. 

Give your visitors the option of autocompletion upon recognition to help them save time.

3. Do you have sales-ready leads?

You have effectively recognized and comprehended the issue if you have determined that your leads must prepare for sales.

Let's look at the solution right now. 

Your objective is to inform them as much as possible because your clients conduct their research and discovery processes. 

As soon as you receive top-of-funnel visitors from inbound and outbound marketing, you should begin influencing their opinions rather than trying to sell them something.

Your opening emails can cover best practices, statistics, best advice, and other topics. This exercise will eventually assist you in establishing a rapport with your potential leads.

After completing that, you can begin to focus on learning about the problems and requirements of your clients.

4. Can you determine whether your leads are sales-ready?

Did you respond negatively to this inquiry? The first step is to gain your client's trust.

Remember that only knowledgeable, educated, qualified people can be sold to. To get your leads to trust your product, give them individualized nurturing.

You can determine where they are in the purchase cycle by executing nurturing efforts from various white paper downloads, website visits, email clicks, etc.

5. Is your sales staff satisfied with the caliber of the leads?

Once you have leads prepared to make a purchase, you must act quickly to pick up the phone and begin a relevant conversation. 

The best action is to prioritize these sales-ready leads depending on their importance and quality.

6. Concentrating on these filtered leads

Your sales team needs to know the marketing tactics that generated these leads and their prior actions.Your sales staff should now place the call. 

If the leads are open, you must continue nurturing them.

7. Characteristics of a lead management software

The lead management system is a piece of software that aids companies in managing their online advertising and sales efforts.

  1. Scores, benchmarks, and regulations
  2. Leads in real time
  3. Oversee the scoring procedure
  4. Correlation of leads
  5. Filtering and restrictions for lead
  6. Dashboard in charge
  7. Analytics and insights
  8. Qualified leads that pay
  9. Lead searches
  10. Lead notification by email

The components of a Lead Management Software

You can always define your leads, manage and score them, and nurture them using the best lead management system. 

Lead management automation satisfies your need to complete everything in one location. 

Here are some components of lead management software:

1. Improve your lead definition:

The perennial dispute between the marketing and sales teams centers on what constitutes a qualified lead. A qualified lead may be one who reacted to a campaign to marketers.

The sales teams, however, are more concerned with whether or not this lead is prepared to make a buy.

Your sales and marketing departments must immediately collaborate to define a quality lead. Also, a lead management system can aid in finding suitable leads more quickly.

You can consider the following factors when determining whether a lead is sales-ready.

For example: Geographically speaking, where is your lead? What is the corporate size of your lead, exactly?

2. Lead Source: 

From what source did your lead originate? Social media or PPC search advertising, as examples.

3. Metrics for follow-Up: 

Does Your Lead Know About Your Product? The metrics for the number of website visitors, event attendance, material downloads, and other factors are the most appropriate to use.

4. Assess and grow leaders:

Did you know that with quality nurturing efforts, you may produce 33% fewer leads ready to buy for 50% more money? 

Your lead management system is essential in assisting you in comprehending the lead score.

Lead scoring lets you know how ready a lead is to make a transaction. 

Contrarily, lead nurturing focuses on sending relevant information and targeted, personalized messages to your leads.

You can divide leads into sales-ready leads and prospects that need more nurturing based on the data generated by nurturing efforts.

5. Managing leads:

Because you won't be able to drive timely engagement without it, managing leads is of the biggest significance. The behavior of your leads can be tracked with the use of a lead management system.

Once you have this information, you can tailor interactions and increase sales.

By eliminating duplication, automated lead management software gives your sales staff a clean list to work with.

Procedure for Managing Leads

By this point, you must know that lead management is a procedure rather than a tool.

When you use lead management software, the entire lead management process is automated.

The five steps that comprise the ideal lead management process are listed below.

1. Automated lead gathering

You need to be able to gather all of the leads if you are getting them from different places.

And a lead management system achieves that for you. In the past, companies would manually enter leads into an excel sheet.

Yet, given the volume of leads available today, it is not feasible.

A straightforward lead management solution ensures that no leads are lost by automatically collecting leads from API integrations, PPC ads, websites, social media, phone calls, and chats, among other sources.

This enables you to comprehend the ratio of money spent on each source and the number of leads generated from them.

2. Automated lead monitoring

Your lead management solution must be able to monitor lead behavior after lead capture.

You may gain more insight into the pages your leads are visiting, the forms they are completing, and the pages they are spending the most time on by tracking their actions.

You can better understand your consumers and their needs using all this information.

3. Distributing leads automatically

You need speed more than anything else. After obtaining a lead, it must be swiftly forwarded to the sales staff.

As a question comes in, you need to answer it before your rivals do. This can be handled by a lead management system, which will make automated calls and assign the lead to the most competent salesman.

4. Computerized lead evaluation

You must identify the leads ready to make a sale once the initial contact has been made.

Your sales team cannot continue to pursue leads that are not worthwhile.

You can typically get assistance from lead management systems by receiving a lead score.

The greater the opportunities, the higher the lead score. You can request a customized version of this score based on your choices. You can continue nurturing leads that aren't yet ready for sale.

5. Automatic lead nurturing

You may need to know that cultivated leads might result in 47% greater sales. You should never see your leads as dead, even if they aren't ready to buy or don't have the money right now.

The ideal lead nurturing plan will assist in keeping your brand at the forefront of your prospects' minds.

After determining the cause of their refusal to participate, you must approach them with an offer of value.

You can obtain leads prepared for sales if you have a lead-nurturing strategy. You may automate the lead nurturing process with lead management tools.

What is Lead Management Software’s Return on Investment?

Every company wants to expand, increase, and provide a return on investment. So what is a lead management system's return on investment?

You'll see better follow-ups and higher sales with a lead management system.

Better Follow-Ups: Your sales staff will be able to follow up on more leads than ever before with the help of an effective lead management system.

Sales teams follow up on more than 75% of leads for 46% of marketers with a well-planned lead management strategy.

Sales Growth: Would you be interested in more sales at a lower cost? Do you know nurturing leads with relevant, personalized material based on their interests might result in a 73% higher conversion rate?

Achieve Sales Quotas: A lead management system aids in your ability to meet sales targets. A lead creation and management plan can increase your sales quota completion percentage by 9.3%.

TL;DR: A lead management system assists you with lead distribution, lead nurturing, and automatic lead capturing.


Here are some frequently asked questions (FAQs) about lead management tools and how they can help you close more deals:

What is a lead management tool?

A lead management tool is a software application that helps businesses track and manage their sales leads. 

It typically includes lead capture, scoring, nurturing, and analytics to help sales teams close more deals.

Why do I need a lead management tool?

A lead management tool can help you streamline your sales process and improve your conversion rates. 

By automating tasks such as lead scoring and nurturing, you can focus your time and energy on the most promising leads, increasing your chances of closing more deals.

What are the benefits of using a lead management tool?

Some benefits of using a lead management tool include:

  1. Better lead tracking and organization.
  2. Increased efficiency and productivity.
  3. Improved lead nurturing and engagement.
  4. Better collaboration between sales and marketing teams.
  5. More accurate forecasting and reporting.

What features should I look for in a lead management tool?

The features you need in a lead management tool will depend on your specific business needs. 

However, some important features include lead capture and management, lead scoring, lead nurturing, analytics and reporting, integrations with other tools, and ease of use.

How do lead management tools help me close more deals?

By providing better insights into your leads and their behavior, a lead management tool can help you focus your efforts on the most promising opportunities. 

By automating tasks such as lead nurturing, you can stay top-of-mind with your leads and improve your chances of closing more deals.

How much does a lead management tool cost?

The cost of a lead management tool will depend on the specific tool and the features you need. 

Some tools offer free plans or trials, while others may cost hundreds or thousands of dollars monthly. 

Be sure to evaluate your budget and your needs before selecting a tool.

How do I choose the right lead management tool for my business?

To choose the right lead management tool for your business, consider your specific needs and goals, your budget, and the features and integrations you require. 

You can also read reviews and compare different tools to find the best fit for your needs.


You may move qualified leads faster through the sales funnel and follow up with them with lead management system software. 

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