Learn How to Manage and Convert Your Business Sales Leads with a CRM

Gary Wellington
September 26, 2017

Generating leads is perhaps one of the most challenging missions for any business. However, while this step is a standard practice for growing your business, the hard part actually comes afterwards, when you need to convert the leads. This is particularly difficult in the b2b field, where the sales process is longer and more complex. When it comes to b2b sales, it is all about how much effort you put into properly managing your leads. To get the most of each business lead, you need a good CRM, and this is why SalesRipe offers you not only a list of quality leads, but also an integrated CRM system. With that in mind, here are 4 excellent ways to manage and convert your business sales leads with a CRM:


1. Match messages with target audiences

In the b2c field, it is often alright to approach all customers with the same sales pitch, especially if you have a product that satisfies basic needs. However, in the b2b field, things are more difficult, because each business has different needs. By using a good CRM system, you can segment your lead list, and match your sales pitches with the needs of different businesses. Obviously, this can only be achieved if your lead list contains relevant details about your audience. Luckily for you, SalesRipe’s lead lists are extremely detailed, containing several types of relevant data, from a company’s number of employees to the volume of sales and even technological preferences.

2. Qualify your leads properly

The purchase journey of a b2b customer can be very complex. The leads that you have at the moment will all be at different stages in the customer journey. Some may be hot leads who are ready to buy now, but some may just want to learn more about your product. You should never waste the time of your sales team with cold leads, as it is very unlikely for them to convert on the first try. A good CRM system will give you the chance to qualify your leads, and send only the hot leads to the sales team.

3. Nurture your leads

To turn the warm leads into hot leads, you need to nurture them with regular contact. A good CRM will help you build strong relationships with these leads, from the first time they make contact with you. Send them a welcome e-mail when they first subscribe to your newsletter, provide them with relevant content regularly, and contact them when you have a special deal that might appeal to them. These are only a few of the many lead nurturing strategies that you can try. What matters is to make regular contact and record all the interactions that you have with your leads.

4. Monitor and improve your sales process

To make the most of each lead, you need to properly monitor the sale process. A CRM system lets you monitor the leads through different stages of the purchase journey to get a complete overview of the overall sales process. This can help you see which steps are more challenging, so that you can focus on them and make improvements.

These are but a few ways in which you can manage and convert your business sales leads with a CRM. The main advantage of using such a system is the fact that you can gather a lot of data from your leads, and use that data to optimize your marketing strategies.

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