3 Things to Consider Before Converting a Lead in Salesforce
Converting leads in Salesforce is, without a doubt, one of the biggest achievements for a business. A high conversion rate indicates that you have a large potential customer base and that your business is likely to thrive. However, before you move forward with your Salesforce leads, it is important to keep the following tips in mind.
1. Consult Your Marketing Team First
Before you convert your leads in Salesforce, it is important to consult your marketing team first. There is a high chance that your leads are the result of your marketing team’s efforts. So it is essential to learn about the lifecycle of a lead from a marketing perspective.
According to the latest data, leads generated through the marketing team represent a 20 percent boost in sales opportunities. However, your leads are only as good as the Salesforce lead generation tool you use.
At Scott’s Directories for Salesforce, we have a comprehensive tool that can increase your Salesforce leads exponentially. Accessing Scott’s premium data allows you to import vital information relating to your needs. Having a stream of fully fleshed-out leads helps your sales team members identify suitable selling propositions and create customized selling strategies to increase your revenue.
2. Analyze Your Salesforce Data
There is a high probability that your Salesforce data contains tones of information obtained by your marketing team and sales executives. To better manage your Salesforce leads, you may want to organize leads data into clumps of organized information. If data is not properly organized, your sales team may end up over-converting various leads into opportunities and polluting your good account data with bad data.
According to various estimates, it takes around $1 to prevent duplicate data, $10 to push the cleaning to a later data and up to $100 if the issue is never fixed at all.
To better manage your data, consider installing Scott’s Directories Salesforce app. The automatically includes Scott’s premium data in your existing Contacts and Accounts and updates them on a regular basis. As a result, your sales reps can report accurately on target. The system automatically updates your existing database and reduces the risk of duplicating information.
3. Consider the Sales Perspective
To better understand the average sales cycle, you need to ask the following questions:
How long is the cycle?
How to determine if prospective customer will make a purchase?
How many people are involved in the process?
If the sales cycle is short, the transaction volume is high, and there are only a few stakeholder involved, it makes more sense not to rush into conversion. However, if you have multiple sale cycles running, a wide variety of leads in Salesforce, and an effective Salesforce lead generation tool, you may want to speed up the conversion process.