22 Nov Do You Have a Solid Lead Management Strategy? | Salesforce Partner Advice
Some of the most important data your company holds is information on your leads. Details on your prospective customers is crucial to your marketing and sales teams. So how do you leverage that data?
First, it’s crucial that you have a strategy in place to manage your data, and understand which data is most valuable to your company. From a lead management perspective, this data can be used to determine who your company should focus on and where time and effort needs to be allocated so you can be the most efficient with your budget.Lead management software can help you organize your data and be more efficient with your business processes. Here’s a look at how the right lead management software can help you stay on top of your data.
How Sloppy Data Management Could Cost You Leads
1 Develop a plan for data quality
First, you’ll need to set some expectations for your data.
In other words, what kind of information are you trying to collect?
How are you going to manage the value of your data using KPIs like accuracy, relevancy, and actionability? Your data management tools will give you a better overview of your data hygiene so that you can put those KPIs into practice.
What’s more, with a data management tool, you’ll also be able to pinpoint the areas where data errors are most likely to occur. For instance, maybe you’re not updating your blacklist often enough, or you’re collecting duplicate lead information from a specific form online.
2 Standardize your data at the point of entry
Before you can begin cleaning up the data you’ve collected, it makes sense to ensure that you’re gathering that information appropriately. Ultimately, this means coming up with a standard operating procedure (SOP) with your team about the kind of information you’re going to gather and where you’re going to collect it from.
If you’re just throwing your net out over any old information, then you’re bound to end up with some inconsistencies and irrelevant data. With a standardized process in place, you can take a more focused approach to getting the information you need.
3 Identify duplicates
Duplicates are a common problem for data hygiene.
The more you collect the same information on a customer, the more you waste your effort and send your insights spiraling in the wrong direction. You might assume that the majority of your customers prefer contact through SMS, for instance.
However, if you’re dealing with duplicate data, there’s no guarantee that the numbers you’re working with are correct.
Dupes give you an inaccurate single point of truth, which means that every assumption you make using your data is slightly less accurate than it should be.
Fortunately, you can use your lead management tool to search your database at record pace and scrub those pesky duplicates and avoid adding leads that don’t need to be added.
4 Maintain a good blacklist
A blacklist is a selection of data that you can add to your management system to tell your tools what not to search for. Keeping an updated blacklist helps to reduce the time you’ll need to spend going through your data regularly and getting rid of any inaccurate information.
It avoids collecting the data that you don’t need from day one, so maintenance is less of a headache.
As AI’s impact on the data management world grows , blacklists will also help intelligent assistants to sort and understand your data for you. Ideally, you’ll want a data scientist in place that can check through your information for you regularly and update your blacklist when needed.
5 Validate the accuracy of your data
Finally, your database is only helpful to your business if it’s accurate.
You’ll need to ensure that you’re tracking your wins and losses correctly, analyzing customer preferences properly, and collecting appropriate insights. If you don’t, then you’re just making assumptions based on what you think you know – you can do that just as well without data.
The best lead management tools come with solutions in place that help to validate the accuracy of your data for you. These systems triple-verify the information collected, reducing your risk of misleading results.
How A Certified Salesforce Partner Can Help
There’s no secret about it; we love Salesforce. At Nubik, we take pride in our status as a Platinum Certified Salesforce Consultant and the knowledge that comes with that. Our Salesforce implementation services can help your organization make the most of your data and focus on a strong lead management program.
Start leveraging your data today. Learn more about transforming your business with powerful lead management software.