Lead Management Software

In order to understand Lead Management it is helpful to examine a simplified linear lead flow process, such as the following:

• Advertising
• Customer inquiry or response
• Inquiry captured
• Inquiry filtered
• Lead graded and prioritized
• Lead distribution
• Sales contact
• Lead nurturing or retention
• Sales result

The lead flow process can become enormously complex as customers and sales professionals begin to interact. These various interactions and subsequent actions can create a variety of scenarios, both productive and counter-productive. This exponential number of scenarios can provide for numerous opportunities to mishandle leads in such a way as to reduce their value. Managing these scenarios is the function of lead management.

ref: Lead Management Software, wikipedia

Lead Management

Lead Management is a term used to describe the methodologies and systems to manage customer prospects and inquiries, generally generated by a variety of marketing techniques.

Lead management can be considered the connectivity between advertising and customer relationship management. This critical connectivity facilitates the acquisition of customers, and has also been referred to accurately as customer acquisition management.

Lead management creates an orderly architecture for managing large volumes of customer inquiries, or leads. The architecture must be able to organize numerous leads, at various stages of a sales process, across a distributed sales force.

Ref: Insurance Lead Management Software, wikipedia