Why SMEs benefit more from automation in lead management
“We only have 1 sales person, we don’t need to automate our demand generation and lead management….” – does that sound familiar?
From our experience, the contrary is the case: Because a company has just few sales people (in SMEs often the entrepreneur!) they should only have to follow up leads that are ready to buy. They shouldn’t have to spend much time on finding leads, “cold calling / messaging”, pre-qualifying inquiries, but concentrate on the “hot leads”.
A well-thought-out lead management process leveraging digital marketing like web, landing pages, emails, social media and a database can handle the initial steps of generating leads and making prospects ask for sales contacts.