Hey guys, I’m Sara Furtado, Customer Success at Reev, and I’m going to tell you how important it is to have good lead management and how this will directly impact your Sales Engagement process.
Once you’ve finished watching this content, you’ll know the basics of correctly managing your leads and also what not to do.
How to Manage Leads with Sales Engagement
You manager, salesperson, or sales person has probably already faced one of these two scenarios: need to increase your funnel volume, or, increase your conversion rate, or both.
For this reason, I’m here to talk about the importance of managing your leads well and how to apply it in your Sales Engagement process in order to obtain gains in terms of productivity, organization and scale.
And for that we have to work 5 points to ensure that we are managing these leads well. Let’s talk about?
Practice #1: Personalized Communication
In this first point, let’s talk about the need for personalized and human communication with your leads: context and personalization are the key to everything.
How many times have you received an email that didn’t make sense the solution to you? That didn’t solve your pain? That didn’t bring any context to your company? How many times have you thought it was just another email in your inbox?
Do you want your leads to have that feeling when opening your communication? I’m sure not.
Thus, it is important to bring context and as much as we can to qualify our leads into our communication. Diversify contact points, provide the best shopping experience from the first moment you contact our lead.
Automated flows have a space within the process and sales, which is the case of fallback and nutrition flows, but we have to give preference to semi-automated flows to bring the best customization and ensure customer engagement from start to finish
Our 2018 Report found that emails that were fully product/service focused converted up to 5x less than those that were focused on lead doubt. That’s why it’s very important to always bring personalization with context and 1:1 at all touchpoints.
The 2019 report is now available and you can access it: Crack The Sales .
Practice #2: Don’t waste leads
When it comes to both good lead management and Sales Engagement, wasting leads is not an option. Much is generated today of value, of work, to qualify your leads, such as your mapped ICP, the person you want to talk to, you understand the pains of the scenarios, you have these pains mapped, the segments of leads.
So, what sense of wasting what made you work to be able to understand and map this entire context? Does not make sense
There is great relevance in starting to develop flows for different steps within the process, so as not to waste those leads.
If there are already stranded leads within the pipeline, within the sales funnel, what can you do today to get them back? If there are reasons for losing leads mapped within the processes, whether by budget or by team, there is the possibility of bringing this entire context to your communication, and context in a personalized and 1:1 communication makes all the difference. This is the time not to waste leads.
Practice #3: Sales Engagement.
We can’t talk about Sales Engagement and lead management without mentioning sales engagement. CEO`s, managers, and other decision makers are prospected all the time, this is the time to be differentiated, so you need to bring context and personalization to keep these leads engaged throughout the funnel.
There’s a time to think about making a constructive sale, bring the context and what you have from your lead, focus on what’s right to help the customer. Exact time to customize, customize.
A 2018 Hubspot study states that 2% of prospects do not want to be engaged in any way with your salespeople, ie 98% just want to be engaged with you, ie it’s your time to make value, make a constructive offer with context, customization, to make sure you keep leads engaged throughout your sales funnel
Practice #4: Reduction of friction in the process
Once you understand the importance of good contact management and sales engagement, you will now understand why it is important to reduce friction in the process.
When you’re at the beginning of prospecting you get: An alignment with your lead, reduce friction, increase conversion rate.
In maturation, what you get is to evolve the education of your solution with your lead, also when we think about passing the baton.
This is the time to reduce friction like the one in the no show , which is a way to act in a preventive way and reduce our friction, and this is the importance of analyzing very well the management of contacts throughout the process.
Practice #5: The need to maintain engagement
We know that the shopping experience matters a lot, and sales have become increasingly competitive. Maintaining engagement is what you need to make sure you make the best use of funnel volume and increase conversion rates.
When thinking about the sales scenario, people will often not remember the data you presented, but they will remember the way you presented the product and really made them feel engaged with you. That’s the importance of thinking about engagement.
At Reev we have what we call an engagement status to make sure we keep leads engaged throughout our funnel, through the sales process, and beyond that for when they become customers and are already in our base.
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