Everyone who has bought internet leads knows that buying leads is not the same thing as buying deals. Buying internet leads can sometimes feel like finding needles in haystacks. Because when you buy a lot of leads, it is inevitable that some leads will contain bad data.

Technology solves the problem of helping a sales agent own, contact quickly, and follow up on an unprecedented number of leads. Taking advantage of automation that is made possible by lead management software enables sale agents to work more quickly. Making use of analytical tools that give sales agents and managers real time performance data that enable sales teams to work more intelligently.

These factors, the added speed particularly, let sales agents take more leads and manage their pipeline with less wasted time and higher close rates. This greater efficiency promises more engagement with prospects. But scaling your lead buying can lead to new challenges that are not as much of an issue with fewer leads in the pipeline.

More leads, more management

Owning such a massive amount of leads creates its own challenges. In lead management software, sales agents have a tool to stay on top of more and more leads, but as the wheat increases so does the chaff. There is still leg work involved in determining which leads are less likely to close.

Sometimes leads have bad data. With more leads going through an agent’s pipeline, identifying these less qualified leads takes more time. Fortunately there are tools available to sift through large numbers of leads and get make determinations about them that will save sales agents time.

Lead scoring checks the lead data against an existing national lead database and returns a score based on how accurate the data is. A lead management system that uses lead scoring enables managers to route leads to agents based on lead score. Lead scoring is another tool that helps get the right leads to the right agents and get the wrong leads out of the way.

Tags: Lead Management