Too few leads, and especially too few high-quality leads – many marketing managers struggle with this. In this guide, you will learn how systematic lead management can help you overcome this challenge and unlock new potential through automation.
To achieve this, you need to clearly define target groups and buyer personas, structure funnels and lead sources, and design a targeted buyer's journey. Lead evaluation, tracking and nurturing ensure that leads are categorised correctly and are better able to convert. Precise lead scoring provides the basis for data-driven automation. This guide provides strategic tools for these steps and addresses typical challenges during the implementation process.
This guide explains which aspects need to be considered when setting up funnels and how to automate the various steps.
1. Three Opportunities of Data-Driven Lead Management
2. Alignment: Target Group, Funnels, Buyer's Journey
Overview: Marketing Funnel Automation for B2B Companies
3. Implementation: Evaluation, Tracking, Nurturing
4. Automate: Qualification Through Lead Scoring
Template: Download the Pre-Configured Excel Spreadsheet
5. Obstacles and Challenges: Hot to Avoid Them