Lead tracking is the process that entails identifying the sources of prospects, evaluating the stages of the sales funnel, and taking certain actions to close the deal. It helps marketing departments obtain more qualified leads, create effective marketing campaigns, and increase sales.

In this article, we’ll uncover the importance of tracking leads and how it works. Next, we’ll review 3 great lead tracking services.

Why is it important to track leads?

Lead tracking allows companies to receive the information they need to close deals and increase revenue. It includes the sources of prospective customers and their location. As a result, marketing teams can work more effectively: improve marketing campaigns, personalize their offers and messages, enhance customer base, increase sales volume, and revenue. According to statistics, 75% of marketers report difficulties in estimating ROI since they don’t have a detailed picture of campaigns’ results.

The process allows entrepreneurs to improve customer retention, assess the effectiveness of marketing efforts, improve the customer acquisition process, and have a clear understanding of sales and marketing departments’ performance.

Businessmen can increase the efficiency of their organizations, develop personalized sales pitches, and obtain clear performance reports. Now that you know the reasons why many businesses track their prospective customers, it’s time for you to explore the process itself and find out how it works.

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How does lead tracking work?

To obtain conversions, you should address the needs of your potential customers fast. Lead tracking helps you manage prospects and get more paying customers. So, let’s find out how lead tracking works.

Lead tracking entails marketing actions that help identify a lead’s stage in the sales funnel. To do it, marketers collect data on each prospect and categorize them based on specific actions and characteristics. Sales reps manage leads based on their status. Tracking allows companies to figure out the likelihood to close a deal with a particular customer.

Some entrepreneurs assume that lead tracking requires experts in the field, special skills, and knowledge. However, nowadays everything is much more simple. You just need to decide on the platform that suits your purpose and get the ball rolling. Let’s walk you through the 3 most popular and convenient services.

3 Lead Tracking Services

All companies need to track leads to improve customer retention, acquisition, and reveal the main sources of prospects. The reasons are different yet the process is similar. You might think that to do it, you need some special skills and knowledge. Yet, there is a wide choice of software that will help you with the process. Next, we’ll review the best and most effective platforms. Let’s start with SendPulse.

SendPulse

SendPulse enables users to monitor the sales processes and establish strong relationships with leads for free. Its CRM allows you to collect data about your prospects in one place. As a result, your marketing and sales team will have all the necessary information to move prospective customers down the sales pipeline. With the right information, you’ll be able to provide customers with a personalized experience.

The platform provides you with an opportunity to have a clear picture of open deals, give tasks to the sales department, and track the progress of each lead. You can add your leads manually, import them by uploading files in CSV or vCard formats or receive a customer’s data after their make an order via a chatbot. Each card can include name, email address, phone number, company, description, position, date of birth, and rating.

SendPulse enables you to see the history of previous interactions. Also, you can reach your prospects the same way they contact you. Get in touch with potential customers through WhatsApp, Telegram, or Facebook Messenger.

Below you can see a deal card in SendPulse’s CRM.

SendPulse CRM

You can check out our article to find out how to manage leads in SendPulse’s CRM.

Pipedrive

The platform is a perfect solution for those who strive to have a visual representation of sales leads. You can see a pipeline and decide what actions to take next to gain conversions. The CRM enables you to add deals, close dates, and track progress. Different deals in the service are marked with different colors so that you know which of them you need to manage first. To gather information about sales and categorize it, you can make use of custom fields.

Gather all contacts in your CRM in several ways: by manually adding them to your leads box, by importing them from a spreadsheet, and by using a chatbot and web forms. You can also track the most active web visitors and add them to your list of potential clients.

Pipedrive allows you to keep all your leads in one place and focus on deals. You can add prospects, qualify them and create labels. The labels are necessary to prioritize certain prospective customers, retain them, or close deals. To start the interaction, you can schedule a call, email, or other action to get in touch with your potential customers. If you want to contact your hot or new prospects right away, you can use a live chat. Besides, the service’s chatbot can qualify them automatically.

You can see the available deals and their value, mark won, and lost customers.

Pipedrive CRM

Free plan: 14-day trial.
Paid plan: From €15 per user per month.

Capsule

The software is useful for those who want to nurture leads, collect important data in one place, control conversations, and ensure a personal experience for leads and customers. The platform enables you to see the history of communication with each lead so that you don’t need to bother users with the same questions twice. Also, you can easily export your contacts. In Capsule, you can add contacts manually, import them from Outlook, CSV file, or vCard.

If you need to find information fast, you can make use of a quick search. Moreover, some additional features may come in handy. They include the function of attaching documents, custom lists and fields, data tags, mail dropbox, and the opportunity to share contacts with your team.

Below you can see a dashboard where you can add prospects, their value, and status.

Capsule CRM

Free plan: 30-day trial.
Paid plan: From £12 per month per user.

Congrats, you’ve unveiled the importance of lead tracking and can now use the examples above as a source of inspiration. Make use of this information to develop and implement a lead tracking strategy for your company.

References:

  1. This article defines the term and uncovers how lead tracking can help a business.
  2. This article provides readers with the benefits of managing leads.
  3. In this article, you’ll find 5 lead management platforms.
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