Why is CRM essential in the Lead Generation process?

We all know about the concept of “Lead Generation”. Lead generation is one of the vital units of all businesses. Without qualified leads, owners cannot keep their business running. Leads can be generated from any medium or by any method.

But, the usual questions that we come across are,

How to generate leads?

Are the leads qualifying?

Do the leads meet your requirements?

How to do lead cleansing?

Is lead generation expensive?

Using third-party agencies, you can obtain leads. However, you cannot be sure how qualified they are for your business. It is not a comprehensive solution. So, businesses utilize their websites to bring in leads.

With Marketing and Sales getting a front seat, companies have started investing more in brand awareness and traffic generation. Search engines like Google also offer analytic tools to gather metrics on the lead inflow. But it doesn’t end here. You need proper tools to track the leads until they become your customer. A customer relationship management software is the best choice to manage your sales cycle. Before going through the importance of CRM Software in lead generation, let’s touch upon the basics.

What is a Lead?

A lead is a person who demonstrates interest in your products or services. It is the initiation of customer interest in providing their contact information for further communication and negotiation. It can be through filling a web form on the website, social media, or email campaigns.

What is Lead Generation?

Lead generation is the process of obtaining leads for your business where the marketing team works towards developing the interest of visitors such that they are willing to share their contact information with the company for performing business transactions.

It is the first step towards the conversion of a lead into a prospect and finally a customer. Once the lead expresses interest, they become part of the sales process. Now, it is up to the capabilities of the sales team to convert the lead into a customer.

How CRM helps in Lead Generation?

The concept of lead generation has evolved over the years, where businesses are now incorporating customer relationship management solutions to capture more deals and improve the conversion rate.

You might be wondering how CRM solutions make a difference? The integration of CRM Software automates your lead generation and lead management system. It decreases redundancy and lets your sales team focus more on selling. We have listed some of the top reasons why your business needs CRM solutions for lead generation.

• Effortless Data Management — One of the pros of using a CRM solution is its data management capabilities. Imagine having an integrated cloud space where you can manage all your leads, prospects, customers, and contacts. A CRM Software does that for you. It will be the all-in-one platform for your efficient data management. From here, all your sales and marketing teams can access and record all interactions with the leads.
• Process Automation — Customer Relationship Management tools automate your lead generation process. Once a visitor submits a form to your website, the lead information is captured automatically into the CRM system without any manual effort, along with assigning the configured salesperson as the account executive. The salesperson will receive an email with information on the incoming lead, and he manages the lead interaction.
• Lead Nurturing — Lead nurturing is the process of reinforcing the relationship with the leads. The Lead Manager takes it their responsibility to continuously interact with the leads throughout the sales cycle and update their information. With this information, the sales team can understand the lead, strategize the sales strategy, define their sales process, and score the lead. Furthermore, lead nurturing keeps the leads engaged through personalized campaigns and social media interactions.
• Lead Cleansing — Imagine capturing more leads, but your leads are not qualified. There might be inconsistencies in the lead information. It can be incorrect names, job titles, phone numbers, or addresses. It is essential to have a defined regulatory framework to audit the leads effectively. By utilizing the right CRM tools, businesses can identify garbage data, notify the manager, and take appropriate actions. With this, your teams can work with updated lead information.
• Smooth Data Retrieval — When your sales team does not have a proper protocol in place, it becomes challenging to retrieve old data and perform lead analysis. This is very true when you are using a traditional paper management system. Businesses need to have successful lead conversion especially when they are dealing with similar lead requirements. The previous analytics assists salesperson in taking correct decisions and offering the right solutions. With cloud CRM software, data retrieval and data analysis become an integral part of your lead management process.

Wrapping Up

Your sales team might be huge or have enough resources. However, it is advantageous if the resources are utilized in the right way. Apptivo CRM has all the solutions required by your sales team to streamline the sales cycle and ensure the conversion journey is smooth for your leads without any delay or redundancy.