Lead Management - CRM Software Fuctions-3

CRM Software Functions and CRM Software Features we are talking here. Till now we talk about Lead Capture and Lead Distribution as features of CRM Software.
We are going to talk about Lead Management as part of customer relationship management software features.

Lead Management is a term used to describe the methodologies and systems to manage customer prospects and inquiries, generally generated by a variety of marketing techniques. Lead management can be considered the connectivity between advertising and customer relationship management. This critical connectivity facilitates the acquisition of customers, and has also been referred to accurately as customer acquisition management.

Lead management creates an orderly architecture for managing large volumes of customer inquiries, or leads. The architecture must be able to organize numerous leads, at various stages of a sales process, across a distributed sales force.


The lead flow process can become enormously complex as customers and sales professionals begin to interact. These various interactions and subsequent actions can create a variety of scenarios, both productive and counter-productive. This exponential number of scenarios can provide for numerous opportunities to mishandle leads in such a way as to reduce their value. Managing these scenarios is the function of lead management.


ref: lead management software, wikipedia