Latest from the Intellegentia Blog

Lead management: The key to improving the quality of your leads


Are you frustrated with the amount of time you’re spending on qualifying and weeding out your genuine buyers from the time-wasters?

Sifting through and identifying your genuine leads can be an incredibly arduous task that eats into expensive sales time which, in turn, ultimately detracts from revenue. It can also result in some genuine opportunities being lost.

Unfortunately, it’s a common mistake we’ve seen many businesses make over the years. But it’s a mistake that can easily be rectified if you have the standards and processes in place to enable you to properly nurture and manage your leads.

Topics: Lead Nurturing Marketing Automation Lead Generation Lead Management

What Makes Lead Management Necessary and how to Manage it!

A report published by Software Advice looked at reasons why companies are looking to invest in Marketing Automation Software. It found that a large percentage of businesses in the study were being overwhelmed with managing clients, contacts, and leads (nice problem to have) and are primarily seeking software to improve lead management.

The study looked at small companies in the US with a turnover less than $50 million, a majority of which had small staff teams. So, at least from these findings, it is clear that there is a growing need for lead management at the SME level. If the same research was carried out in the UK, I suspect the results wouldn't be too dissimilar.

But what about organisations that have a 'more defined business development/lead follow up' process? This is particularly true for companies in the technology sector, whose sales cycles tend to be lengthy and complex in nature. Are they any different to small companies with a high volume of leads and customers to process? In our experience, the answer is - NO!

Topics: Lead Nurturing Marketing Automation Lead Management