{"id":11133,"date":"2022-11-08T09:31:45","date_gmt":"2022-11-08T09:31:45","guid":{"rendered":"https:\/\/www.helloleads.io\/blog\/?p=11133"},"modified":"2023-05-12T09:53:31","modified_gmt":"2023-05-12T09:53:31","slug":"audit-your-lead-management-process-a-step-by-step-guide","status":"publish","type":"post","link":"https:\/\/www.helloleads.io\/blog\/all\/industry-insights\/audit-your-lead-management-process-a-step-by-step-guide\/","title":{"rendered":"Audit Your Lead Management Process: A Step-by-step Guide"},"content":{"rendered":"\n
\"Lead<\/figure><\/div>\n\n\n\n

\u201cIncrease the TOFU\u201d (not the soy variety but the Top of the Marketing Funnel Variety) \u201cGive us more lead\u201d <\/p>\n\n\n\n

We frequently hear this, especially in weekly closing, monthly closing\nquarterly reviews, and so on.<\/p>\n\n\n\n

When company results are falling short of expectations, all of a sudden\nwe find ourselves scrambling to get top-of-funnel leads. Again, we see a\nhigh-stress, free-for-all Rumble that is vastly over-rated.<\/p>\n\n\n\n

Unfortunately, this way of thinking reduces an extremely complex buying process to something that can be managed at the very bottom of the funnel\u2014sales<\/strong><\/a>. This is a truly antiquated strategy that would be ineffective even in the customer-centric corporate climate of 2001, let alone in the 2020s. It assumes that in order for purchases to be made, businesses must simply transfer decision-making authority from customers to sales.<\/p>\n\n\n\n

More prospects do not necessarily translate into more sales. Of course, this depends totally on your particular circumstances (marketing strategies<\/strong><\/a>, products, industry, etc.), but if I ever hear from a sales representative before doing my research, the likelihood of getting me to discuss any purchase drops below zero (and you can expect some salty messaging about your tactics). Not to mention lead quality; having more leads overall may result in fewer purchasers. As a marketing and sales department, you already have a sizable lead pool of potential customers. Do not just keep stuffing people into lead purgatory. Instead, focus your efforts on validating your offering and developing prospects prior to the point of sale. Better lead management<\/strong><\/a> is actually what you need, to express the unique selling points of your company’s goods or services to individual leads at the right time. You can accurately qualify the right people and boost sales rep performance by only sending qualified leads. Lead generation then feeds a well-oiled system that induces customers to make purchases. <\/p>\n\n\n\n

\n
\n
\"HelloLeads<\/figure><\/a><\/div><\/div>\n<\/div>\n<\/span>\n\n\n\n\n

Every business is unique, thus audits like these should be tailored\nspecifically for your specific market, clients, and industry. With a few hints\nhere and there on execution, these are the general tactical buckets that should\nbe handled.<\/p>\n\n\n\n

Step 1: Study the existing lead process- Revisit your Lead Identifiers\nand Key Performance Indexes<\/strong><\/h2><\/p>\n\n\n\n

How do you define a lead? Is it a private conversation? Is this contact\nin the shopping phase? Is this a known number contact?<\/p>\n\n\n\n

Repeat the process to confirm that you have defined the following terms\nas they pertain to marketing and sales:<\/p>\n\n\n\n