Lead management is the term widely used in sales management practice. It refers to the complex of marketing approaches, techniques and methodologies all of which are targeted to generate potential clients. In other words this is the tool, precursor, for sales management. This approach is widely used in Business-to-Business or Business-to-Customer spheres where there is direct interaction with clients.
If we talk about it simply, lead management consists of several simple steps. First of all, there should be some advertising, information about particular service (product) presented on website or social network. This process is called leads generation, acquiring potential clients. When the clients respond to the advertising or any marketing approach, they are to be outcast from general public and from this stage they are becoming leads and thus the probability of them to acquire your product is increasing. Afterwards the information related to the leads is to be filtered and graded taking into account the product's characteristics. Once this process has finished only after this the list of leads is distributed among the sales and/or marketing personnel.
The main purpose of lead management is to save time and increase efficiency of sales personnel and hence to increase the revenue of the enterprise.
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