Published:13 August 2020
Most companies fail to optimally digitize their lead management practices. For many companies, this results in losing the ability to build better engagement with prospects early on. Application leaders should use this document to introduce new lead management capabilities.
Lead management systems are increasing in variety, making selection trickier. They can support many use cases that cover everything from lightweight to very sophisticated processes, and can meet the requirements of midsize through to large organizations.
Marketing teams need applications that quickly identify prospect behavior, and artificial intelligence capabilities are improving predictive analytics, enabling CRM lead management applications to offer this speed.
Organizations with indirect sales channels are collecting, augmenting, nurturing and qualifying leads for their sales partners.
Application leaders supporting lead management projects as part of their CRM sales technology strategies should:
Take more care when choosing a CRM lead
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Analysts:
As a companion to the Magic Quadrant™, a Critical Capabilities report scores competing products and services against a set of meaningful differentiators. It reveals which options are the best fit in various use cases to help you focus on the vendors best suited to your needs.
Narrow down the product and service criteria most important to you.
Use interactive features to customize usage scenarios based on your organization’s unique needs.
Use data to speed up provider selection and accelerate the procurement process.
We provide actionable, objective insight to help organizations make smarter, faster technology decisions to stay ahead of disruption and accelerate growth.
We use a Critical Capabilities report, the Magic Quadrant and more to ensure you select the best-fit provider to avoid the costly repercussions of a poor decision.
We benchmark pricing against the market so you avoid unnecessary charges.
We analyze contract terms and conditions to protect you against future price increases and unanticipated costs.
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