Post by account_disabled on Mar 6, 2024 11:08:09 GMT
The key points of this article: Companies give maximum emphasis on lead generation, but the complex part comes later; Delay in follow up and lack of personalization are the most common errors; Technology helps prevent, and often even mitigate the consequences of errors. Lead management, literally "lead management", is an irreplaceable pillar of the path aimed at transforming interested people (prospects) into actual customers. The lead management process encompasses the entire life cycle of the prospect, and consequently includes the – sometimes overestimated – phase of lead generation. In this in-depth analysis we emphasize the mistakes to avoid: the first is underestimating the role of lead management , mistakenly assuming that anyone who has shown interest in a company's content or activity is ready (or almost) to buy.
In the B2B context, the sales process is much more complex and lead generation Germany Phone Number is just the beginning of the process. Lead generation: why it is essential to manage an "almost customer" Managing a lead well, i.e. a person who has shown a minimum of interest in the company's products and/or services, is possible as long as you have and follow a strategy aimed at creating a relationship and cultivating it over time, strengthening it and directing it towards a sales pipeline , and then keeping it active in the post-sales phase for up-sell and cross-sell opportunities. The concept to start from is simple: the company cannot say that it knows the potential customer just because it has provided him with a white paper or because he has participated in a webinar.
With appropriate methods and times it is necessary to: deepen your knowledge; identify needs and pain points; understand whether it is actually on target with the company offer (there is nothing to prevent it from being an error); understand how to propose a personalized solution; in B2B, also overcoming the complexity of the company structure, which often presupposes the consent of two, three or more managers. If the lead is not managed in the best way, the fact that he showed interest during the generation phase is of absolutely no use. Lead management, because the mistake is around the corner As with any activity that involves human intervention and is inherently complex, lead management is also prone to errors.
In the B2B context, the sales process is much more complex and lead generation Germany Phone Number is just the beginning of the process. Lead generation: why it is essential to manage an "almost customer" Managing a lead well, i.e. a person who has shown a minimum of interest in the company's products and/or services, is possible as long as you have and follow a strategy aimed at creating a relationship and cultivating it over time, strengthening it and directing it towards a sales pipeline , and then keeping it active in the post-sales phase for up-sell and cross-sell opportunities. The concept to start from is simple: the company cannot say that it knows the potential customer just because it has provided him with a white paper or because he has participated in a webinar.
With appropriate methods and times it is necessary to: deepen your knowledge; identify needs and pain points; understand whether it is actually on target with the company offer (there is nothing to prevent it from being an error); understand how to propose a personalized solution; in B2B, also overcoming the complexity of the company structure, which often presupposes the consent of two, three or more managers. If the lead is not managed in the best way, the fact that he showed interest during the generation phase is of absolutely no use. Lead management, because the mistake is around the corner As with any activity that involves human intervention and is inherently complex, lead management is also prone to errors.