{"id":9861,"date":"2023-05-23T09:50:49","date_gmt":"2023-05-23T09:50:49","guid":{"rendered":"https:\/\/www.engagebay.com\/blog\/?p=9861"},"modified":"2026-02-10T15:07:49","modified_gmt":"2026-02-10T15:07:49","slug":"sales-lead-management","status":"publish","type":"post","link":"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/","title":{"rendered":"A Beginner&#8217;s Guide to Sales Lead Management &#038; How to Win At It"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">If sales are your main focus, it\u2019s important to optimize sales lead management. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sales lead management is the process of turning sales leads into sales opportunities. As a business owner, you want to build up momentum in the pipeline to ensure that revenue grows. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Unfortunately, generating sales leads can be one of the most frustrating parts for marketing and sales teams because many leads fall through the cracks or aren\u2019t even qualified for sales contact. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you want your sales engine running smoothly, you have to optimize major processes including lead management.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this blog post, you\u2019ll learn about:&nbsp;<\/span><\/p>\n<ul>\n<li>Sales leads<\/li>\n<li>Sales lead management<\/li>\n<li>The stages in a sales lead management system<\/li>\n<li>How to generate sales leads like a boss<\/li>\n<li>How a CRM software can transform your sales lead management.<\/li>\n<\/ul>\n<p>Read on!<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_74 ez-toc-wrap-left counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#What_Is_Sales_Lead_Management\" >What Is Sales Lead Management?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#What_Are_Sales_Leads\" >What Are Sales Leads?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#The_5_Stages_of_a_Sales_Lead_Management_System\" >The 5 Stages of a Sales Lead Management System<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Lead_Capture\" >Lead Capture<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Lead_Tracking\" >Lead Tracking<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Lead_Scoring\" >Lead Scoring<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Lead_Distribution\" >Lead Distribution<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Lead_Nurturing\" >Lead Nurturing<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Generating_and_Managing_Sales_Leads_Like_a_Boss_8_Awesome_Tips\" >Generating and Managing Sales Leads Like a Boss: 8 Awesome Tips<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Host_Networking_Events\" >Host Networking Events<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Host_Webinars\" >Host Webinars<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Use_SEO_for_Lead_Generation\" >Use SEO for Lead Generation<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Advertise_Online\" >Advertise Online<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Add_Live_Chat_to_Your_Website\" >Add Live Chat to Your Website<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Try_Social_Listening\" >Try Social Listening&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Make_the_Most_of_Email_Marketing\" >Make the Most of Email Marketing<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Start_a_Referral_System\" >Start a Referral System<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Why_a_CRM_Software_Is_Considered_the_Best_Lead_Management_System\" >Why a CRM Software Is Considered the Best Lead Management System&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#Conclusion\" >Conclusion<\/a><\/li><\/ul><\/nav><\/div>\n\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            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identifying the stage your leads are currently present in. The sales team or sales rep follows up accordingly with these sales leads until a sale is closed or it becomes obsolete.<\/p>\n<p>When you think about sales lead generation, defining what a sales lead actually is can become overwhelming fast because there really isn&#8217;t one universal definition that fits every company.<\/p>\n<p>For example, if your business sells software used by small businesses to manage finances for them, then anyone who downloads your free trial would be considered a potential customer or sales lead! This means that anytime someone comes across any piece of information from your brand, whether physically or digitally (i.e., website visitors, social media followers) &#8212; this person could be a sales lead.<\/p>\n<p>As a salesperson, you can&#8217;t just have everyone who comes across your brand&#8217;s information to be considered potential sales leads because then it would cost thousands of dollars for you to even reach out to all these people individually.<\/p>\n<p>This is one downside of having too broad a definition for sales leads, which means that there are countless <a href=\"https:\/\/www.engagebay.com\/blog\/sales-opportunities\/\">sales opportunities<\/a> waiting on the other end but they&#8217;re not in any way organized or prioritized.<\/p>\n<p>The good news is that when companies want to grow and scale their business, more often than not, they can rely on certain tools like sales <a href=\"https:\/\/telecrm.in\/lead-management-crm-software\">lead management software<\/a> to manage their lead data effectively. This way, they don\u2019t lose track of anyone [and] thus generate more revenue!<\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/sales-prospecting\/\">Read also: A Guide to Sales Prospecting &#8212; A Few Modern Techniques<\/a><\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_Are_Sales_Leads\"><\/span><strong><span style=\"color: #339966;\">What Are Sales Leads?<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>A sales lead is a potential customer. Sales leads are people who have shown interest in what you have to offer, but they might not be ready yet to purchase from you right away.<\/p>\n<p>As <a href=\"https:\/\/revpilots.com\/2022\/12\/08\/fractional-sales-management\/\">sales managers<\/a>, your job is to evaluate sales opportunities and keep track of all sales leads so that we know which ones are the highest priority to follow up with.<\/p>\n<p>There are many different ways to manage sales leads, with systems that can help you classify them based on their stage.<\/p>\n<p>Sales managers spend time evaluating sales opportunities and trying to close them as quickly as possible. They need a way to organize the sales process into manageable chunks, and it&#8217;s important for them to be able to prioritize those chunks as well.<\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/sales-strategy\/\">Related blog: How to Build a Perfect Sales Strategy<\/a><\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_5_Stages_of_a_Sales_Lead_Management_System\"><\/span><strong><span style=\"color: #339966;\">The 5 Stages of a Sales Lead Management System<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">We talked in an earlier section about why managing sales leads using a system is so crucial for your business. But, <\/span><span style=\"font-weight: 400;\">how exactly do you create a sales lead management system? <\/span><\/p>\n<p><span style=\"font-weight: 400;\">We&#8217;ll discuss the stages involved in detail now.<\/span><\/p>\n<figure style=\"width: 780px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-medium\" src=\"https:\/\/assets.website-files.com\/5849834cfc74517b7aee4df8\/5c8f3b4761069c43b8062326_1-Sales-Lead-Management.jpg\" alt=\"Sales lead management: Stages\" width=\"780\" height=\"362\"><figcaption class=\"wp-caption-text\"><em>Source: Propeller CRM<\/em><\/figcaption><\/figure>\n<h3><span class=\"ez-toc-section\" id=\"Lead_Capture\"><\/span><strong><span style=\"color: #993300;\">Lead Capture<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Before you can judge whether a lead is qualified or not, you have to first capture it. <\/span><b>Lead capture is just another way of referring to <a href=\"https:\/\/www.engagebay.com\/blog\/lead-generation-process\/\">lead generation.<\/a><\/b><\/p>\n<p><span style=\"font-weight: 400;\">There are many different ways you can capture a lead: marketing campaigns, social media advertising, lead magnets, etc. You can offer downloadable checklists and guides in exchange for a lead\u2019s contact information. <a href=\"https:\/\/www.engagebay.com\/blog\/lead-magnets-101\/\">Such an incentive is known as a lead magnet.<\/a><\/span><\/p>\n<p><span style=\"font-weight: 400;\">During the lead capture stage, you don\u2019t necessarily know if your leads are qualified or not. Regardless, you want to generate a healthy and consistent number of leads for your company over time.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The reason for this is that not every qualified lead will convert. <a href=\"https:\/\/firstpagesage.com\/seo-blog\/b2b-conversion-rates-by-industry-fc\/\">Your conversion rate also varies by industry<\/a>. The lead capture rate in the health &amp; wellness vertical differs from that of a SaaS company.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To combat your sometimes-low conversion rates, having many leads as part of your lead gen process is crucial &#8212; and increases lead qualification rate.&nbsp;<\/span><\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/how-to-build-seductive-lead-capture-landing-pages\/\">Read also: How to Build Incisive Lead Capture Pages<\/a><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Lead_Tracking\"><\/span><strong><span style=\"color: #993300;\">Lead Tracking<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Once you\u2019re done gathering the contact information for your first group of leads, they move on to the second phase of the management system: lead tracking.<\/span><\/p>\n<p>Through lead gen, you could gather cursory information on the lead, such as their first and last name, phone number, email address, home address, and even perhaps their occupation, as part of managing sales leads.<\/p>\n<p><span style=\"font-weight: 400;\">This information is handy, but it\u2019s not all you need. You also want to gather behavioral data on your leads. <\/span><span style=\"font-weight: 400;\">This is where <\/span>lead tracking<span style=\"font-weight: 400;\"> comes in.&nbsp;<\/span><\/p>\n<p><strong>By tracking your leads, your sales and marketing teams<\/strong><span style=\"font-weight: 400;\"><strong> can begin planning their approach.<\/strong> You want to qualify your lead based on behavioral data, lead source information, and other metrics, which can help you figure how willing a customer may be to pay.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can track leads by sending them surveys, through email marketing, or even by analyzing website visits. <\/span><span style=\"font-weight: 400;\">Having this information can clue you in on the lead\u2019s needs, or at least what they\u2019re interested in.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What happens from here, including the <a href=\"https:\/\/www.engagebay.com\/blog\/sales-pitch\/\">sales pitch<\/a>, outreach, and messaging, will all keep in mind the information determined during the lead tracking phase.<\/span><\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/functions-of-sales-management\/\">Read also: The Functions of Sales Management: What Every Team Lead Needs To Know<\/a><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Lead_Scoring\"><\/span><span style=\"color: #993300;\"><strong>Lead Scoring<\/strong><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">When you score a lead, you assign them a value that determines how likely they are to convert. Having a common lead scoring system that the entire sales team can use is of the utmost importance to ensure all leads are scored on the same criteria.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can create your own lead-scoring system based on contact information, opportunity size, lead behavior, etc. Regardless of your design strategy, <a href=\"https:\/\/breadcrumbs.io\/revenuepedia\/what-is-lead-scoring\/\">lead scoring<\/a> helps salespeople prioritize which leads to follow up on.&nbsp;<\/span><\/p>\n<p><strong>For example, let\u2019s say your lead signed up for your newsletter, giving you their contact information.<\/strong> They may earn themselves one point. Next, the lead receives your email and takes the time to respond. This may net the lead two points. If the lead went out of their way to speak with you on the phone for 20 minutes, you might give them something like five points.<\/p>\n<p><span style=\"font-weight: 400;\">Like we said, it goes both ways. If a lead unsubscribes to your newsletter, you might subtract three points. If they schedule a meeting with you and then don\u2019t show up, you could deduct 10 points.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You then tally up all the<\/span> <span style=\"font-weight: 400;\">lead scores and see which quality leads have the highest scores. This is the group you want to target first while managing sales leads.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Lead_Distribution\"><\/span><strong><span style=\"color: #993300;\">Lead Distribution<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">With your leads scored, you now move on to the fourth phase, which is the <a href=\"https:\/\/phonexa.com\/lms-sync\/lead-distribution\/\">lead distribution system<\/a>, also called lead routing.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can assign leads to your salespeople as you see fit: random, based on geography, company size, etc. The sales team and sales reps will begin contacting the lead through phone or email, which is called lead nurturing. We\u2019ll discuss this in detail later.&nbsp;<\/span><\/p>\n<p><strong>You can execute a drip campaign if you\u2019re still unsure about your leads. <\/strong>Most qualified leads, especially sales-qualified and marketing-qualified leads (SQLs and MQLs, respectively) should react positively to a well-executed drip campaign. This is an important part of the sales funnel.&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">The information and education the lead will receive via this marketing campaign can push them toward either buying from your company or ending the <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/customer-journey-marketing-automation\/\"><span style=\"font-weight: 400;\">customer journey<\/span><\/a><span style=\"font-weight: 400;\"> early.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Lead_Nurturing\"><\/span><strong><span style=\"color: #993300;\">Lead Nurturing<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Lead nurturing is the stage where you focus mostly on discussing the lead\u2019s pain points, not pushing a product or service. Just because they displayed an interest in your product or service doesn\u2019t mean they\u2019re ready to buy.<\/span> <span style=\"font-weight: 400;\"><br \/>\n<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><strong>You want to build a relationship with the lead &#8212; understand their issues and expectations. <\/strong>You can then present a solution (through your products and services) that seems tailored to the lead.<\/p>\n<p><span style=\"font-weight: 400;\">Nurturing and engaging with leads does not only have to be done on the phone. In-person meetings, as is email, are one such way to push the professional relationship along.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Generating_and_Managing_Sales_Leads_Like_a_Boss_8_Awesome_Tips\"><\/span><strong><span style=\"color: #339966;\">Generating and Managing Sales Leads Like a Boss: 8 Awesome Tips<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Now that you have a better understanding of managing sales leads, let&#8217;s rewind it all the way back to the beginning of it.<\/p>\n<p><span style=\"font-weight: 400;\">You need sales leads to begin lead gen. How do you even find these leads? <\/span><span style=\"font-weight: 400;\">You can rely on many methods, so we\u2019ll discuss some important ones here.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Host_Networking_Events\"><\/span><strong><span style=\"color: #993300;\">Host Networking Events<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">You don\u2019t only have to pull in leads from the Internet. Sometimes, your next great customer stands right before you at that expo or convention.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you can, try to target events that are related to your industry or niche. The people who attend these events do so because they are interested in your field.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re attending a networking event as a guest, make sure you print out many business cards to pass around. You don\u2019t immediately have to start selling. For now, it\u2019s all about striking up a conversation.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Host_Webinars\"><\/span><strong><span style=\"color: #993300;\">Host Webinars<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Another option you have to attract leads is to host a webinar. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">By targeting your leads&#8217; related industries or interests, you can gain their attention. The leads who want to check out your webinar will have to sign up to do so, giving you their contact information. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can also host joint webinars with other related businesses and drum up interest that way. Joint webinars offer you a wider audience base.&nbsp;<\/span><\/p>\n<p>You can send a lot of emails pertaining to the webinar that can also act as lead nurturing. Outside of the reminders that the webinar is coming up in X days, you might email your attendees and ask what they\u2019d like to hear about in the webinar.<\/p>\n<p><span style=\"font-weight: 400;\">Send feedback requests after every webinar because it can go to waste if you don&#8217;t understand the impact of your sales and marketing effort.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Use_SEO_for_Lead_Generation\"><\/span><strong><span style=\"color: #993300;\">Use SEO for Lead Generation<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If your company\u2019s website isn\u2019t already at the top of the heap when a user searches for certain keywords, then that\u2019s something you\u2019re going to want to strive to change immediately.<\/span><\/p>\n<p><strong>Search engine optimization, or SEO, determines which websites get to the top, which matters a lot for lead gen.<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">The best practices surrounding SEO continue to change as Google algorithms update. If you can learn about which factors most determine your rank as a company, that\u2019s best, as you can make the necessary changes to boost your site.<\/span><\/p>\n<p>Implementing the following SEO tactics is also always a good idea if you&#8217;re not already doing so while managing sales leads:<\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have an active social media presence, posting valuable content regularly<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Prioritize the loading speed of your website<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Optimize your site for SEO, but don\u2019t forget that the user experience matters most<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Write educational yet entertaining blogs and post them regularly<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Make sure your site is mobile-optimized<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"Advertise_Online\"><\/span><strong><span style=\"color: #993300;\">Advertise Online<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Another way to connect with leads who can become potential customers is to use online advertising.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Pay-per-click campaigns through Google AdWords is an especially recommended avenue to consider. You design your ad and determine where it goes. Then, through PPC, you can track clicks.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Online advertising doesn\u2019t just work completely on its own.<\/span><\/p>\n<p>You&#8217;re redirecting customers to your website, so your site has to be ready to capture the information of these leads so you can move on to the second phase of managing sales leads.<\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t forget that outside of website advertising, social media platforms like LinkedIn, Twitter, Instagram, and Facebook have their own paid advertising programs.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Add_Live_Chat_to_Your_Website\"><\/span><strong><span style=\"color: #993300;\">Add Live Chat to Your Website<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Does your website have a live chatbot? If not, then you can add one via a <a href=\"https:\/\/typebot.io\/blog\/best-chatbot-builder\" target=\"_blank\" rel=\"noopener\" data-wpel-link=\"internal\">chatbot builder<\/a> sooner rather than later.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This chat widget will greet your leads as soon as they arrive at your website. If the lead has a question about your company, what you do, and what you sell, they can ask the <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/what-is-a-chatbot\/\"><span style=\"font-weight: 400;\">chatbot<\/span><\/a><span style=\"font-weight: 400;\"> and get an informative answer.<\/span><\/p>\n<p><strong>Besides just answering questions, the chatbot could communicate, share relevant phone numbers, and even schedule meetings.<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">By keeping a log of all the chat records the chatbot has daily, you can see which topics and pain points your leads query about the most.<\/span><\/p>\n<p><a class=\"fasc-button fasc-size-medium fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/what-is-a-chatbot\/\">Read also: What is a Chatbot and How to Use It For Sales &amp; Marketing<\/a><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Try_Social_Listening\"><\/span><strong><span style=\"color: #993300;\">Try Social Listening&nbsp;<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If you know the key search words that your leads associate with your company, you can use social listening tools to generate leads. Lead management software offers various social listening tools that you can use.&nbsp;<\/span><\/p>\n<p>The most common social listening platforms include <a href=\"https:\/\/www.hubspot.com\/products\/marketing\/social-inbox\" target=\"_blank\" rel=\"noopener\" data-wpel-link=\"internal\">HubSpot<\/a>, Sprout Social, Hootsuite, and many alternatives.<\/p>\n<p><span style=\"font-weight: 400;\"><a href=\"https:\/\/sproutsocial.com\/insights\/guides\/social-listening-powers-connection\/\">You can monitor the conversations around your brand<\/a>, interact with your customers, resolve queries, and <a href=\"https:\/\/www.dialpad.com\/blog\/customer-engagement-metrics\/\">drive engagement<\/a>. It\u2019s also a great way of building a brand image. <\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Make_the_Most_of_Email_Marketing\"><\/span><span style=\"color: #993300;\"><strong>Make the Most of Email Marketing<\/strong><\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">One lead gen option your company certainly wants to use is <\/span><a href=\"https:\/\/www.engagebay.com\/marketing\/email-marketing\"><span style=\"font-weight: 400;\">email marketing<\/span><\/a><span style=\"font-weight: 400;\">, with email sequences especially coming in handy at this early phase of the lead management system.<\/span><\/p>\n<p><strong>Lead management software helps you create email sequences to reach customers at the right time.&nbsp;<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">First, you want to <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/best-times-send-emails\/\"><span style=\"font-weight: 400;\">send an email<\/span><\/a><span style=\"font-weight: 400;\"> that shows your company connects to the lead\u2019s pain points. Next, you slowly introduce your products and services without being pushy or salesy.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Four or five emails in, you finally recommend some products and services to help the lead overcome their pain point so their life is better, happier, or less complicated.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You\u2019d follow up if necessary and the sequence would end.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By this point, the lead will have hopefully bought your product or service. If so, you can start a whole new <\/span><span style=\"font-weight: 400;\">email sequence<\/span><span style=\"font-weight: 400;\"> now that they\u2019re a verified customer.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Start_a_Referral_System\"><\/span><strong><span style=\"color: #993300;\">Start a Referral System<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\"><a href=\"https:\/\/www.semrush.com\/blog\/word-of-mouth-stats\/#general-word-of-mouth-statistics\">Word-of-mouth marketing<\/a> still remains the most persuasive form of advertising. This process doesn\u2019t involve the leads directly, but rather, your customers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Reach out to some of your most long-term, loyal customers and request that they turn to their social circle and suggest prospective customers to you. <\/span><\/p>\n<p>As a way of showing appreciation for their assistance, you could consider offering the customer something in return, such as an exclusive discount code or even a freebie, as part of your efforts in managing sales leads.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Why_a_CRM_Software_Is_Considered_the_Best_Lead_Management_System\"><\/span><span style=\"color: #339966;\"><strong>Why a CRM Software Is Considered the Best Lead Management System&nbsp;<\/strong><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Effective lead management is not a one-person show. It involves many different people with their own processes and workflows. If you don\u2019t effectively streamline the sales process, it can turn messy and complicated. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">A CRM (Customer Relationship Management) software empowers you with the tools you need to create great profiles for all your contacts. You can edit, update, and track all pertinent information from one common dashboard, for thousands of contacts.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can even use the CRM software to <a href=\"https:\/\/www.engagebay.com\/blog\/lead-scoring-model\/\">score your leads<\/a>. Since you\u2019re trying to create a consistent lead scoring system as part of your sales lead management system, using a CRM solution for this purpose is a no-brainer. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you have multiple sales pipelines, you can use a CRM software to organize and automate all those workflows.&nbsp;<\/span><\/p>\n<p><a href=\"https:\/\/www.engagebay.com\/products\/crm\"><b>EngageBay\u2019s CRM<\/b><\/a><span style=\"font-weight: 400;\"> is a great choice: thousands of business owners around the world <a href=\"https:\/\/sourceforge.net\/software\/product\/EngageBay\/\">love the affordability and simplicity it offers<\/a>.<\/span><span style=\"font-weight: 400;\"> You get such key lead management features as:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Call integrations<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Lead scoring<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Email syncing<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Sales team leaderboards<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Sales reporting and analytics<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Customer interaction records<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Automated data entry logging, follow-ups, meeting scheduling, and more<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Advanced view of the deal pipeline<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Contact management<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The best part? You get all of this even in the free plan!<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span><strong><span style=\"color: #339966;\">Conclusion<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Are you looking for a better way to manage your sales leads? Is managing sales leads a hectic process for you?&nbsp;<\/p>\n<p>If you\u2019re not using a CRM software, you\u2019re probably wasting time and money on ineffective lead management. You can be sure that if you don\u2019t have the right tools in place, your sales team is going to struggle with managing their sales pipeline.<\/p>\n<p><strong>In this blog post, we covered all aspects of sales lead management and the importance of implementing a system that works for your business.<\/strong><\/p>\n<p>A good sales lead management system should help improve communication between all members of the team, so everyone knows where they stand when it comes to meeting goals and quotas.<\/p>\n<p>It should also provide accurate information about each prospect from initial contact through closing deals, so nothing falls through the cracks or gets lost along the way.<\/p>\n<p>Want great sales lead management tools? See how <strong><a href=\"https:\/\/www.engagebay.com\/\">EngageBay can help<\/a><\/strong> your business.<\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_6268678992035840' data-id='6268678992035840'><\/div>\n","protected":false},"excerpt":{"rendered":"<p>If sales are your main focus, it\u2019s important to optimize sales lead management. Sales lead management is the process of [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":17053,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[158],"tags":[4198,196],"class_list":["post-9861","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-sales-lead-management","tag-sales-leads"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v21.3 (Yoast SEO v25.3.1) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Win At Sales Lead Management: A Beginner&#039;s Guide<\/title>\n<meta name=\"description\" content=\"Sales lead management refers to the strategy and process of identifying, scoring, and nurturing leads in the sales pipeline.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Beginner&#039;s Guide to Sales Lead Management &amp; How to Win At It\" \/>\n<meta property=\"og:description\" content=\"Sales lead management refers to the strategy and process of identifying, scoring, and nurturing leads in the sales pipeline.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/\" \/>\n<meta property=\"og:site_name\" content=\"EngageBay - All-in-one marketing, sales, and service\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/engagebay\" \/>\n<meta property=\"article:published_time\" content=\"2023-05-23T09:50:49+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-02-10T15:07:49+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2020\/12\/sales-lead-management.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"600\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Nicole Malczan\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@engagebay\" \/>\n<meta name=\"twitter:site\" content=\"@engagebay\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Nicole Malczan\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"13 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.engagebay.com\/blog\/sales-lead-management\/\"},\"author\":{\"name\":\"Nicole Malczan\",\"@id\":\"https:\/\/www.engagebay.com\/blog\/#\/schema\/person\/ab4bd7395a29f3686b9782f656820fda\"},\"headline\":\"A Beginner&#8217;s Guide to Sales Lead Management &#038; 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