MANAGE YOUR LEADS: BEST PRACTICES & COMMON MISTAKES

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TheFamily

code: lamifasisi

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CLARISSA STEINHÖFEL EVANGELIST AT TEAMLEADER CRM

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KEY INSIGHT AND LEARNINGS ON SMARTER ON SMARTER LEAD MANAGEMENT

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Smarter Lead ManagementKeeping your fish in the net

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All-in-one ✦ CRM★ project management★ invoicing

—> stay organized—> build better relationships—> collaborate

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—> Increase growth—> Increase sales

What are your goals for your company or organization?

For most marketeers, between 5% and 10% of qualified leads

convert to customers.

What are the biggest mistakes in lead management?

1. NO PROCESS

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What are the biggest mistakes in lead management?

2. IMPROPER LEAD REGISTRATION

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What are the biggest mistakes in lead management?

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3. NO REPORTING

What are the biggest mistakes in lead management?

SUMMARY

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1. No process

2. Improper lead registration

3. No actionable reporting

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• Does this lead have a problem that we can solve with our products or services?

• Is this lead actually able to pay for our product or service?• How is your lead currently (not) solving his problem?• Is there a willingness to change?• What can the lead offer us in terms of references, network,

word-of-mouth advertising, partnerships?

Setting up a process:A - Qualification

Setting up a process:B - Lead journey

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TIP CONSIDER SCALABILITY FROM THE BEGINNING!

New Lead > Qualified > Negotiation > Offer > Won / Lost

Marketeer Inside sales Closer Customer Success Manager

Trial

Content

Adwords

Events

Referrals

Promotors

Marketing automation

1. Connect 2. Qualify 3. Demo

4. Close

5. Train

0. Nurture

Short call Mail Virtual Planned, long call

B. Follow-up, advice and illustrate

A. Virtual demo in-depth

B. Face to face

A. Webinars B. Touchless C. Blog D. Face to face Intuo

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Register your leads accurately

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TIPLOWER THE BARRIER FOR WEB FORMS!

• Explicit data• Implicit data• Outbound leads• Enrich your data

Analyse your lead management

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• How many leads came in?• How many lost?• How long did it take to close?• Which phase of the pipeline is the lead in?

What is the value in euros?• How many… leads / mails / conversions?• What are the pending actions?

TIPVISUALIZE YOUR CUSTOMER JOURNEY!

SUMMARY

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No matter how good you think your memory is, it isn’tDon’t be afraid to get your hands dirtyReporting is annoying in the short term, but essential in the long term

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clarissa@teamleader.eu

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SEE YOU SOON!

LOVE.

THEFAMILY.CO

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