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Best Lead Management Software in 2020

Finding the best Lead Management System for your business is now faster and easier! Compare prices, reviews, features, and get free consultation to find the perfect software.

What is Lead Management System?

Lead management system is an automated tool that helps to capture leads by maintaing real-time prospect information and streamlining sales campaigns.

Dealer Dustributor Management Software Guide

Table of Contents

What is Lead Management System?

Lead management is the process of finding the leads/prospects interested in the products or services of a company. Lead management can be considered as an integrated process of customer relationship management and sales management processes.

It is an essential part of any organization, be it small or big, as it helps to find the people interested in your services. Since customer relationship management and sales management are relevant to lead management, having effective lead management software improves the whole process of sales, and thus streamlines the sales.

Must-have Features in a Lead Management Software

Lead Management Software

  • A lead management system should be organized in a way that the team working on it are not distracted and confused. As the lead management forms the beginning of the sales cycle, the software should provide as much scope as possible to organize leads, create strategies and act on other marketing strategies
  • The software should be designed with filters ranging from users, products, sources, zones, contacts, or the combination of any of these features.
  • The filtered information based on various features should be made available to customer relationship management and sales management as this plays an important role in streamlining the process of a sales cycle in an organization.

Advantages of having a System for Leads Management

1. It helps to find out the potential leads which are the start of a sales cycle.

2. The software takes care of the follow-up process of publishing E-mails, recorded calls, and sales notes to the members of the contact list which gives ample scope for the team to work on other things.

3. The software has all the details related to the contacts, company information, and the communication details which make it easy to revive the leads who have lost interest or to start a new process of creating a potential customer.

4. This software helps particularly in not losing a lead. The activities of each member of the team are recorded as the number of leads that have been contacted, the means of contact,  the meetings held, etc.

5. The software helps the team in knowing when the contacts have opened the E-mails sent by the team and the documents opened. This information can be used for follow-up E-mails, calls or personal meetings to convert the lead into a potential customer.

6. The lead management software helps in importing the leads through various methods such as new lead entry form, excel spreadsheet, or through a web post.

7. The software helps in assigning pre-defined statuses such as 'left message', 'contacted through phone call' etc. which lets the lead managers know the status of the lead and the steps that should be taken by them further.

8. The documents related to the product or service can be generated and delivered to the customer or the team through E-mail etc. along with an electronic signature that authenticates the document.

9. The most liked E-mails can be transformed into E-mail templates which can be used by the team to contact the leads.

10. The generation of reports related to the sales, leads, and the performance of the team is very much useful in the evaluation of the team and the steps to be taken to improve the situations and the business as well.

11. Especially for small businesses and businesses with a limited budget, the lead management system can help invest the amount in marketing strategically. Instead of just investing without the plan, a plan can be followed based on demographics to find out the leads which can improve the marketing as well.

12. The software can help the sales team develop strategies based on the interests, hobbies, etc. of the people in particular demography and the way the leads should be approached to sell the products or services.

13. Economic feasibility is another feature that the lead management software provides to the small as well as medium businesses. By using the software, the business can have a lesser number of employees in the marketing team when compared to the ones not using the software. The reason being, by following a planned marketing strategy, the enterprise needs not to disperse the marketing team and they can be carefully managed according to demography, people's interests, hobbies, etc.

14. Some software went a step further and allowed the lead management team to interact with leads on social media accounts such as Facebook, Twitter, etc.

Disadvantages of a Lead Management Software

1. Necessarily all lead management systems may not have all the features needed for perfect lead management. This makes the lead management team put a lot of effort and the pipeline of customer relationship management and sales management slow down.

2. Sometimes it may not be compatible with the customer relationship management software and the sales management software if all three are from various brands then this may create a problem.

3. In some of this software, the user interface may be too complex which makes it difficult to use for the team members who are not technically skilled.

4. In some cases, considering the leads as an important source, the businesses may allocate a huge amount of resources and drastically reduce the allocation for other important teams such as customer relationship management and sales management which may affect the business.

Points to keep in mind while purchasing a Lead Management Software

1. The enterprise looking for purchasing a lead management system should check the features such as ease of use and the user interface. If the software is too complex in nature or the interface too difficult to use, then the team may find it tough to use and may take a long time to get efficient with the software.

2. The efficiency of the features such as report generation should be checked well as if it takes a long time to perform simple functions, then a lot of time gets wasted.

3. The integration with other software such as the customer relationship management software and sales management software in the pipeline should be good. If the integration is not good, then the passage and usage of data by the teams in the pipeline become very tough which reduces the performance of the business.

4. The businesses should invest some time to find out which features are a priority for their enterprise and should go for that software. The economic feasibility should also be considered before buying the software. Even though some lead management systems may be extremely good, if the business is a small one or a startup, they should not go for a costly lead management software and should opt for software that best suits their requirements and budget.

5. A customer buying software for leads management should be aware that the intuitive nature of the team interacting with leads plays an important role along with buying a good system. The way the leads respond to calls, E-mails, the tone of their response, the interest they show all matter and the members of the team should be able to grasp these and take further actions such as following up instead of just following up all the leads which can be a drain on energy.

6. Customer relationship management software or sales management software cannot substitute or do the work of lead management software. This is the point that is to be considered and it is always better to choose an efficient lead management system for the overall growth of the business.

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Kiran BajpaiBy Kiran Bajpai | Last Updated: October 27, 2020

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