May 19, 2020 Admin

Salesforce Solutions

7 Simple Steps Towards Successful Salesforce Lead Management

Many businesses that now partner with Salesforce service providers strive hard to close maximum deals and pipeline their sales process. Some of these fail miserably as they restrict their functioning to just regular monitoring of the effectiveness of sales schemes and bringing up different dashboards. The experts suggest, to boost sales one needs to prepare a seamless workflow. There needs to be a clear guideline on how sales representatives must communicate with the leads to turn them into loyal clients.

With our Salesforce consultation services, one can streamline their sales processes and effectively manage leads that would translate into conversions. Our experts can help you bridge the gap between the sales and marketing team with Salesforce Lead Management.   

Everything You Need to Know About Salesforce Lead Management

Salesforce lead management is not simply translating your leads into conversions, but it is an extensive concept. We here share the detailed stages of the lead management process that would make things better for you. 

  • Lead Capturing: Salesforce CRM lets you have an insight into the details of the visitors on your website. 
  • Determining Sales Ready Customers: Once you have a list of browsers, you can surely determine which of these are potential customers and decide how to deal with them. 
  • Categorizing the Leads: The next stage is prioritizing the leads and assigning them to respective sales reps. 
  • A Sales Opportunity: Determining the stronger leads and converting them to deals is important. 
  • Nurture Potential Leads: There may be a few leads that would not necessarily convert but in the long run, can turn to potential clients. Nurturing them is important. 
  • Evaluate the Process: It is required that one evaluates the lead management process, to ensure that things are in line with the strategy.  

Lead Management is not simply enlisting the leads and randomly reaching them to close deals but work on every how, when, where, what, and why of the deals. The easiest way to get things in place is to mark every lead in the salesforce. 

What Does Standard Salesforce Record Include?

A standard Salesforce record would talk about some of the important things about the person who is interested in doing business with you. There could be around 25 different areas that would reveal a lot about the lead. Some of the important things that are recorded are:

1. Lead Owner 

This is the person who would be dealing with the lead. It may be possible that each lead goes to different personals or the leads are queued with just one person. The sales team decides lead ownership. 

2. Lead Status

This indicates which of the stages discussed above is the lead management process and prioritize future activities. 

3. Lead Source

This reflects where your lead comes from. Some of the organizations drop this field, but our top Salesforce consultants suggest this would help you track your progress and lead circle much easily. 

!!!Salesforce Lead Source List 

  • Advertisement
  • Customer event
  • Employee referral
  • Purchased list
  • Trade show
  • Webinar
  • Website
  • Other

This Is Not All!

Well, it is not just these things that would help you in lead management. Along with these, there are a few more things that one should consider. When you hire us for Salesforce consultation, our experts would suggest that you add a few custom fields to the list to keep things in place. This would help you record ROI of your lead-generating activities and find if your marketing channels work well. 

Also Read: Salesforce CRM Adoption - How to Maximize User Adoption Rate And ROI

Now, that we have checked the importance and the stages of Salesforce lead management, let’s move to the simple 7 steps that would help in successful Salesforce lead management. 

7 Steps of Successful Salesforce Lead Management

The Salesforce development experts share here the simple seven steps to ensure your Salesforce lead management reflects exactly what you want.

Step 1. Grab It All

Capture all the leads that come to your business website. You never know which lead would turn to a closed deal. Salesforce AppExchange helps you capture these leads easily. All you need to do is enable the Salesforce web to lead feature that automatically records the data of the visitors to the website. 

Thus, there is no chance that you would miss any lead if you keep an eye on the details.  

Step 2. Once a Visitor, Always a Lead

Don’t be too excited about the long list of leads that you have. Check it from the beginning and make sure you compile all the lists. The biggest issue here would be, duplicate leads would make the process messed. You could have duplicate lead if the same person visits different pages of the website, performs various functions or a third party provided you a lead list with some of the common leads. 

To keep the process smooth, check the list several times and merge duplicate leads. 

Step 3. Lead Qualification Requirement

Sometimes, the lead you are excited about may simply be kicking tires. Be very sure the lead that you are following is someone who can bring revenue to your organization. The internet is a vast market and maybe some visitors do not want to take your product they just land on your website by mistake. Check a little about the lead before trying to convert it into revenue. 

Step 4. Prioritize and Distribute Leads

Every sales team has a set pattern to follow the leads. It could be sequentially or according to some filters, pre-decided. But when you get a lead that reflects a potential client, make sure you prioritize it and distribute the lead to the team.  It could be the lead from the area you want to focus at or some big fish that you have been following for long. Don’t overthink. Just make sure you know who to deal with first. 

Step 5. Drive Your Lead to Conversion

Now that you have a lead it is important to attend it immediately. At the point when done appropriately, the line will just contain the 'freshest' leads for prompt development. For this reason, we exhort keeping a clear guideline: A lead ought to be changed over inside about fourteen days, else it ought to be named 'unfit' and removed from the list of current leads. 

Step 6. Nurture Leads for Future Endeavors

Nurturing leads is considerably more far-reaching than simply sending a month to month email or considering a lead at regular intervals to check whether they're prepared to purchase. To improve this procedure, you can utilize Salesforce Pardot's dribble crusades that permit dealing with numerous sustaining assignments (e.g., powerfully pick content for each prospect dependent on different rules). 

Step 7. Evaluate for Better Results

When you are following a strategy, tracking its progress is quite important. Regular monitoring would ensure if the process being followed generates results or not. It may seem difficult to have a track but my friend, salesforce comes with a solution for the same. The built in apps can surely get your things done. 

On the last note 

Salesforce is a useful asset that can assist you with expanding the quantity of leads and successfully oversee them. Be that as it may, Salesforce all alone doesn't ensure splendid lead the executives results. That is the reason an organization that needs to see substantial advantages from Salesforce lead the board ought to have an away from how to treat drives solitary at that point robotize this Salesforce implement services.

Leave a Comment
  • Simran

    Great information on 7 simple steps towards successful salesforce lead management. Very Insightful.

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