You made the funnel. You wrote the articles. You created the ads.
You built it, and boy, did they come. Now you have more leads than you know what to do with.
Back when you had only a handful of leads each week, staying on top of them was easy. Now your team is scrambling to contact everyone interested in working with you.
When leads are flowing in, managing them can be stressful. But, with the right lead management software, you can stay on top of new leads, re-engage past leads, and measure conversions.
In this article, we’ll discover what a lead tracking app does and how to pick the right one for your business.
What is lead tracking?
Without potential customers, there’s no way your business can grow.
But when interested clients start coming in, it can be tricky to keep track of them all. Lead tracking is the process of managing each sales lead and understanding where it came from.
Converting a lead into a sale doesn’t always happen on one call. Often, nurturing sales leads can take weeks or even months. Without the right lead capture tools, you could find yourself scrambling to find old notes and emails before every call.
A lead tracking app helps you maintain a relationship with someone who’s interested in your products or services.
It can improve your sales process by keeping all your potential lead and customer data compiled in one place. Plus, it offers valuable data on what marketing campaign drew your new lead in, too.
Improving lead quality is a top priority for 62% of businesses, but that’s impossible to do if you can’t define what a high-quality lead means in your business.
Tracking and nurturing your sales leads can show patterns you may not have noticed before, revealing more qualified leads than you may have expected.
Tracking new lead data offers valuable insights you can use to improve your sales and lead generation processes.
For example, lead tracking software can show you your average sales cycle, what percentage of leads become customers, where your most valuable leads come from, and more.
Why is tracking leads important?
Building a relationship with a potential customer takes time and commitment. Tracking your qualified leads can help you re-engage interested leads and maintain a connection until they’re ready to try your product.
Without a lead tracker, it’s easy to lose track of qualified leads. In fact, 68% of marketers actively communicate with their sales department to ensure they’re following up on leads.
A lead management process can help you make the most of every potential lead and improve your outreach strategies, so you don’t miss an opportunity.
Sales activity tracking with a lead manager can help you identify which sales and marketing channels are bringing in good leads, too.
There are tons of marketing and sales activities you can do to generate new leads and nurture existing ones, but trying to do all of them can eat up your budget.
Tracking leads helps you see what’s working and apply your time and money more intentionally. That way, you can add information about whether your best leads come from trade shows, digital marketing campaigns, or referrals.
Plus, you can use the data you acquire from tracking sales activity to find new opportunities to attract and keep customers.
Tracking leads helps you measure the KPIs that matter most to your business. Ultimately, a lead management tool saves your company time, money, and effort.
Who is responsible for lead tracking?
Lead tracking covers a ton of different activities throughout the sales funnel, so it can be confusing to know who should be held accountable for tracking leads.
Sales, marketing, IT, and business development can all play a significant role in lead tracking, depending on how your teams work and where your leads come from.
It may seem like a no-brainer that sales and marketing handle leads, but when accountability isn’t clear, data falls through the cracks.
Assigning ownership for each task makes sure that no leads get left behind.
While multiple departments contribute to lead generation, nurturing, and fulfillment, the lines defining who’s responsible for what can be unclear. monday.com makes tracking leads easy by letting you assign boards and tasks to different employees.
Templates can help you manage and assign ownership for every aspect of lead tracking, from campaign tracking to pipeline management and beyond.
What features do you need in a lead tracking app?
A powerful lead tracking app needs to go beyond collecting and housing data. It also needs to simplify reporting, streamline communication across teams, track campaign performance, and more.
monday.com’s robust lead management template can help you keep track of won, lost, and pending leads. But that’s just the tip of the iceberg.
Data from your lost and pending leads can be easily shared with marketing, where they can engage leads with nurturing and retargeting campaigns.
40% of marketing teams say lead nurturing campaigns are the most successful campaign for generating qualified leads, so sharing data can help your teams work toward and measure collaborative goals.
Plus, won lead data can be shared with project management teams to handle delivery and account management.
The best lead tracking tools keep all your customer data in one place, and the monday.com platform maintains data integrity across multiple dashboards for easy management.
Integrate data from your lead management template into your CRM software, sales pipeline, lead generation tools, and more with a simple click.
Managing leads can get tedious, and the average salesperson spends a ton of time managing customer notes and information. That’s why automation is a must when it comes to picking the right lead management system.
Sales automation simplifies lead tracking by adding reminders to call clients based on your sales cycle, sending automated emails, segmenting your audiences, and more.
The best lead tracking apps offer an easy way to set and measure goals, too. monday.com’s customizable dashboards help you track goals and analyze data in real-time. From there, you can easily generate reports to show sales performance.
Lead tracking best practices
When you’re tracking leads, it’s important to remember that there’s a person on the other end of the phone.
At its core, lead tracking is about developing customer relationships and fostering a desire to try your product or service. To turn a lead into a lifelong customer, they need to have an exceptional experience throughout the process.The right lead tracking app can make improving the customer experience easy, leading to higher conversion rates.
With monday.com, you can keep all your customer conversations, data, deliverables, and more in one accessible platform.
Customers expect a streamlined process when working with a new company. Sharing lead data across the organization reduces the need to collect duplicate data and offers a better follow-up experience for potential customers.
This guarantees you’re targeting leads at the right time with lead warming campaigns, rather than bombarding them with information.
Adding a lead tracking app to a CRM software can help you keep track of potential and current customer data at every stage.
Then, pairing your lead tracking app with your sales pipeline lets you track what stage of the funnel buyers are in, helping marketing teams better target customers with relevant nurturing campaigns.
Tracking your leads doesn’t just make it easier to measure your sales team’s performance. It also helps you win more leads. Viewing clear data represented in a custom dashboard helps a sales rep prioritize where their attention can have the biggest impact.
Here’s what our intuitive, fully customizable dashboard looks like in monday.com.
From there, you can easily automate time-consuming tasks and touchpoints to continue engaging leads with less effort.
Automating workflows can help you reach out more often without cutting into your valuable work hours, which 77% of teams see as a major pain point while nurturing leads.
That can make it easier to stay connected with leads at least once a week, which many sales professionals say is necessary to win new business.
Automating is easy with monday.com’s automating recipes.
Create personal automations to streamline your daily work or use automations to keep projects moving across your organization. The world is your oyster with monday.com’s powerful automations.
Meanwhile, you can use the time to analyze your lead tracking data to create more relevant content to target leads where they are in your sales funnel.
Use lead scoring strategies to see which sales leads are most likely to convert and target those prospects with dedicated marketing campaigns and sales information.
How monday.com makes lead tracking easy
monday.com helps your teams manage every step of lead tracking from one central platform. That means all your customer data is available for your employees to provide the best customer experience at every stage of the sales funnel.
Custom dashboards, assigning owners, and automation can all make a big difference when you’re managing leads.
Companies like the McChrystal Group saw a 68% increase in efficiency when they started using monday.com to manage their sales and marketing activities. That made them 50% faster at closing deals, too.
monday.com makes it easy to integrate data from a variety of apps you already use, so you can easily track every interaction your company has with a lead.
66% of teams regularly track and see the difference nurturing leads makes on their revenue. Are you ready to see the benefits of managing leads more effectively?
Find more opportunities by tracking leads
With the right resources, lead tracking doesn’t have to be complicated. In fact, a lot of tracking can be automated. monday.com’s platform integrates all your data, lead generation tools, and your CRM into one powerful system.
Start seeing higher conversion rates and more opportunities today.
Get started