The document discusses best practices and common mistakes for lead management. It identifies the three biggest mistakes as: 1) having no clear lead management process, 2) improperly registering lead details, and 3) failing to generate actionable reports on lead performance. The document provides tips on setting up a lead qualification and journey process, properly registering lead data, and analyzing leads through reporting to improve marketing and sales results.

1. MANAGE YOUR LEADS:
BEST PRACTICES & COMMON MISTAKES
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2. TheFamily
code: lamifasisi
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3. DISAGREE ON TWITTER!
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4. CLARISSA STEINHÖFEL
EVANGELIST AT TEAMLEADER CRM
@AKA_CALEESI
KEY INSIGHT AND LEARNINGS ON SMARTER ON
SMARTER LEAD MANAGEMENT
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5. Smarter Lead Management
Keeping your fish in the net

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All-in-one
✦ CRM
★ project management
★ invoicing
—> stay organized
—> build better relationships
—> collaborate

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—> Increase growth
—> Increase sales
What are your goals for your
company or organization?

10. For most marketeers, between
5% and 10% of qualified leads
convert to customers.

11. What are the biggest mistakes
in lead management?

12. 1. NO PROCESS
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What are the biggest mistakes in
lead management?

13. 2. IMPROPER LEAD
REGISTRATION
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What are the biggest mistakes in
lead management?

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3. NO REPORTING
What are the biggest mistakes in
lead management?

16. SUMMARY
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1. No process
2. Improper lead registration
3. No actionable reporting

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• Does this lead have a problem that we can solve with our
products or services?
• Is this lead actually able to pay for our product or service?
• How is your lead currently (not) solving his problem?
• Is there a willingness to change?
• What can the lead offer us in terms of references, network,
word-of-mouth advertising, partnerships?
Setting up a process:
A - Qualification

18. Setting up a process:
B - Lead journey
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TIP CONSIDER SCALABILITY
FROM THE BEGINNING!
New Lead > Qualified > Negotiation > Offer > Won / Lost

19. Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing
automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail Virtual
Planned,
long call
B. Follow-up, advice
and illustrate
A. Virtual demo
in-depth
B. Face to face
A. Webinars B. Touchless C. Blog
D. Face
to face
Intuo
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20. Register your leads accurately
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TIP
LOWER THE
BARRIER FOR WEB
FORMS!
• Explicit data
• Implicit data
• Outbound leads
• Enrich your data

21. Analyse your lead management
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• How many leads came in?
• How many lost?
• How long did it take to close?
• Which phase of the pipeline is the lead in?
What is the value in euros?
• How many… leads / mails / conversions?
• What are the pending actions?
TIP
VISUALIZE YOUR
CUSTOMER
JOURNEY!

22. SUMMARY
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No matter how good you think your memory is,
it isn’t
Don’t be afraid to get your hands dirty
Reporting is annoying in the short term, but
essential in the long term

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29. clarissa@teamleader.eu
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30. SEE YOU SOON!
LOVE.
THEFAMILY.CO
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