This year, October 9 – 15 marks the 4th Annual Sales Lead Management Week, designated by the Sales Lead Management Association. raises awareness of sales lead management issues and provides a host of resources and information on sales lead management to support both the B2B and B2C community.
It has been tradition for the SLMA to provide a comprehensive list of ideas to think about during this week to better manage leads.
Here are 7 from this year’s list that I’m particularly fond of:
- Educate your salespeople on the value of every sales inquiry
- Make lead management a topic for sales meetings
- Use a software program to manage your inquiries and leads
- Create business rules which demand that all sales inquires be followed up 100%
- Leverage Search Engine Optimization (SEO) on your web site
- Improve your product to make ROI measurements easier
- Improve the reports that assist marketing to prove the ROI of their lead generating programs
And here are my additional recommendations to you:
- Strengthen the sales lead management process between sales and marketing
- Examine and improve your sales lead management process from initial contact to lead closure
- Provide constructive feedback on lead quality consistently
- Use lead definitions you have agreed upon company-wide
- Strive for quality over quantity but balance the two
- Be creative — Try something different and measure the results
This is a week to take action and make it happen.