The main objective of Customer Relationship Management(CRM) is to maintain relationships with clients and acquire potential customers. CRM software has also become an essential aspect for managing sales leads, which improves the organization's sales pipeline. 

A good CRM strategy is also required as a foundation for your efforts. If your leads are not appropriately managed, then you'll be contributing to the massive loss of money every year. CRM not only covers a broad spectrum of lead management, but it also plays a part in marketing, sales & lead management. 

Lead management and customer relationship management are two different things. Lead management is just a minor part of CRM. To efficiently manage your leads, you need to understand some lead management tips that will help you to clear all your concepts.

Want to learn in detail about best practices of lead management? Let's dive into the blog.

Importance of Lead Management

Many of the sales representatives are still not convinced why to use lead management software. The adoption rate of CRM is on the rise in small businesses, but its success largely depends upon its acceptance by the sales team.

The company's success mainly depends on the sales team as the sales team is the most mobile team in the organization. According to statistics, it's estimated that 80% of leads generated through marketing efforts get lost. 

The most effective way to prevent lead losses is to get a proper lead management system. To acquire this, let's have a look at some benefits of lead management system:

  • Impactful lead nurturing
  • Response time
  • Lead distribution
  • Efficient lead tracking
  • Building and maintaining relationships

Best 10 Lead Management Tips{CRM Guide}

Analyse the Source of your Leads

Leads often use several traffic sources to track down information, services, and products. 73% of all customers use multiple channels for purchasing any product or service. Lead source is defined as the origin at which a customer hears about your organization.

The most familiar resources through which leads get captured are:

Judge all these sources differently. For, e.g., leads coming from your website and in the same way you follow up with leads coming from social media. Different lead sources come with different contexts. So always keep in mind the lead sources while determining follow-up.

Implement Lead Scoring Strategy

Lead scoring helps sales and marketing teams know which leads are more before follow-up, which one needs more nurturing, etc. Leads scoring can vary from different organizations, so many factors will help you to score leads better.

HubSpot has identified six different lead scoring models:

  • Demographic information
  • Company information
  • Online behavior
  • Email engagement
  • Social engagement
  • Spam detection

Prioritize Clean Data

It is very efficient if you work with clean and updated data. It is the most convenient way to score accurately and follow up with leads. Prospects and clients must be recorded and available to every team member to ensure everyone interacting with that lead is aware of its previous engagement.

Proper Nurturing of Leads

Leads enter into your pipeline at various stages, and the goal of your marketing and sales team is to move the lead toward conversion by multiple phases. The leads entered in your pipeline are different and need to be handled accordingly by the stage they're in.

Lead nurturing involves multiple different channels, but the foremost source is more effective email marketing. There are a few options available for lead nurturing through email:

  • Checking in email
  • Special offer email
  • Loyalty email

Classify your Leads

The most effective way to classify your leads is to order them based on priority, as to which one will lead to the criteria of potential customers. You can qualify each sale lead as hot, warm, or cold.

Hot lead: These leads are closest to the buying stage, looking for a product and service like yours. An example of a qualified hot lead is someone browsing your website by looking towards your offers.

Warm lead: These are the leads that have searched the internet already and have followed your company on social media, subscribed to your newsletter, or have been referred by a friend. 

Cold lead: These are the leads that have never shown interest in your product or service. 

Sales and Marketing Unite

If you want to drive more leads, you need the proper involvement of your marketing, sales, and even your customer service team. When three units work together on one common goal, your company will get a continuous lead generation. 

More Engagement with Customers

Maintaining effective communication with customers so that more leads can be generated. It is the crucial aspect of lead management software in CRM as engaged customers are more loyal and profitable.

The overall goal of customer engagement is to offer valuable products and services. High-quality products initially attract customers, but the relevancy of the product keeps them around your services. Marketers do this by one of the strategies known as customer engagement marketing.

Optimization of Better Tools


Always ensure that your sales team has better tools that help them to perform well in lead generation. CRM software is the perfect solution in attaining better leads, boosting customer engagement, pushing deals to closure, and nurturing existing customers.

CRM is a single platform to manage all your sales processes and customer interactions across multiple devices.

Decide the Information that you want to Gather from Prospects

Prospecting is the crucial aspect in creating conversations with prospects that will ultimately lead to sales. It is pretty brutal to focus your efforts on the best opportunities, and it will waste your precious time managing administrative tasks rather than closing deals.

Some of the critical aspects which are valuable while deciding prospects are:

  • Always look for opportunities that look like your best customer.
  • Behavior of prospects 
  • Pre-qualify to prioritize
  • Understand your prospect's specific pain points
  • Leverage your network
  • Don't forget your existing customers
  • Capitalize on familiarity

Effective Sales Process

The sales process helps in turning your qualified leads into satisfied customers. The essential points involved in this process are:

  • Maintain proper interaction with your leaders and track the time they spend online.
  • Create attention on those platforms by inviting them to engage with you and share their contact information.
  • Specify your products and services as a solution to their needs.
  • Adjust your strategies as per your customer preferences.

Wrapping Up

Lead management is an effective process that must be regularly evaluated and re-evaluated. Your company needs to grow and adapt lead management to keep your sales pipeline well managed and relevant marketing tactics. 

We have guided you through the best lead management tips that will help you optimize your leads through lead management software.

If you still face any problems managing your leads, you can connect with us.

Frequently Asked Questions

Lead management in Customer Relationship Management (CRM) refers to the process of capturing, tracking, and nurturing potential customers or “leads” throughout their journey from initial contact to conversion. It involves collecting lead information, analyzing their behavior, and using CRM tools to guide them through the sales funnel.

Yes, lead management is a fundamental component of CRM systems. CRM platforms are designed to facilitate lead management by providing tools for lead data collection, organization, and engagement. It helps businesses maintain and enhance their relationships with potential customers.

To use CRM with leads effectively, you can start by entering lead data into the CRM system. This may include contact information, lead source, and specific interests. You can then segment leads based on criteria like demographics or behavior. Utilize CRM features for automated lead nurturing through personalized communication, such as emails or follow-ups. The CRM also allows you to track lead interactions and assess their progress in the sales pipeline.

The role of lead management is to streamline the process of turning potential customers into paying clients. It helps businesses identify and prioritize valuable leads, nurture them with relevant content, track their engagement, and ultimately guide them toward making a purchase. Efficient lead management through CRM enhances conversion rates and overall sales effectiveness.