18. What Is Lead Management?

If you ever have to 

1. Generate Leads
2. Evaluating them for quality
3. Engaging them steadily
4. Nurturing them through their journey up until they take the required action which most definitely will result in a sale, then that is exactly what Lead Management is. 

Before I start getting into all of this, I'd like to explain what a lead is. A lead is a person or anyone who has shown  a level of interest in your company's products or services. This means that they have provided you some basic information indicating their interest in whatever you have to offer. 

When you get such people into your database, you automatically have the duty of managing them well enough to help them make a sales decision. That entire process is called Lead Management. 

Lead Management is not one thing. Actually if you have experience doing it at any point in time of your sales and marketing journey, every part of lead management is almost a full time job. 

Before you can commence Lead Management, think about a doctor. A doctor will ask the right questions to know exactly how to take care of his patients. And this is a lot like what lead management is. 

You see, Lead Management is important because it pays attention to the specifics. It gives a custom prescription to every lead that's gone through the funnel. 

First, it takes care of the bringing in of leads. Then it segments them into different portions according to where each lead is in their sales journey. After having done this, they are nurtured according to whatever their interests are. 

All of these steps are executed bearing in mind the buyers personal journey which informs exactly what they're looking for in the situation that they have become a lead for your business. 

They're looking to meet their own goal while you also look forward to meet your own business goal. But just in case I haven't been very clear,  there are 6 lead management fundamentals. 

They are

Sales and Marketing Participation 
Buyer's Persona
Lead Management Strategy
Service Level Agreement. 
Technology and A Standard Lead Generation Process.

I'll address two below;

1. Sales and Marketing Participation: Because of how broad lead management is, each of these teams will have to work hand in hand to give a lead their best experience on their way to the making the sale. Each department will be able to help the other decide faster what part of the life cycle the lead is currently on in their sales journey and how to best address them.

2. Buyer's Persona: The lead's persona (demographics) will help the lead management happen more smoothly as it addresses them personally. 

Tomorrow, I'll get into the other parts of lead Management and all I'll learn still about the process. 

I hope you're learning with me as much as I'm learning? 

Thank you for being on this journey with me. 

Goodnight! 



- Vivian 

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