6 Tips To Make The Most Of Sales Leads

One of the best ways to foster growth for your organization is to tighten up your sales lead process. Developing a repeatable set of practices that optimizes sales opportunities can help ensure that no leads fall through the cracks. Here are six tips for creating a good lead development policy:

Define a Lead

It often happens that a marketing team will see a lead differently than the sales team. If your marketing team defines a lead as someone who has visited your website or interacted on social media, while your sales team only considers it a lead once the contact is ready for an in-person meeting, you’ve got a disconnect. Make sure your organization agrees on what makes a lead and who is responsible for each stage.

Gather Data

Knowing how your lead arrived at your company is just the beginning. You should also be gathering data that leads to insights, such as, how many times do you make contact before a lead converts to a sale? And what types of social media posts lead to the most website traffic?

Be Timely

While you’re tracking data around sales, how’s your response time for new leads? Contact made in the first 48 hours is the most likely to lead to a sale, so measure your response time and work on improving it.

Cultivate Nurturing

In both B2B and B2C purchases, the person making the decision has a lot of access to information about your brand and your product before they contact you. Even so, it’s unlikely that they are ready to buy the first time you have a conversation with them. If you don’t have a mapped-out buyer’s journey with defined steps you take at each stage of that journey for nurturing a lead, it’s a valuable piece to add to your lead generation program.

Involve Your Staff

It’s important to create a culture around lead generation and nurturing that encourages everyone on your team to move prospects toward a sale. Every interaction should invite topics like learning what is important to the potential customer and what they are looking for in a brand.

Get the Right Technology

If tracking behaviors and gathering insights for understanding sound like a formidable task, that’s because it is…unless you have the right tools. An automated marketing solution can make your job easier while delivering more and better leads. The right platform helps you align your marketing activity with different stages in a lead’s journey as they move toward becoming your customer.

At DirectMail.io, our all-in-one automated marketing platform is the ideal solution to help you fine-tune your lead generation and nurturing programs, ultimately resulting in more sales. Contact us to learn more.