11 Best Calendly Alternatives in 2022 [Pricing and Feature Comparison]

Sayani Deb

Looking for scheduling software to book meetings here and there? 🤔If you ask for a recommendation, anyone will suggest Calendly (It’s famous!)Calendly is a simple yet popular scheduling tool that helps you schedule meetings. However, if you are already a Calendly user, you must know that the free version of the software lacks a few helpful features. But if you are new to using scheduling tools, you may want to explore options other than Calendly. Perhaps, you may want to invest in a more beneficial and advanced Calendly alternative with better reporting features.Regardless of your reason, you can check out this compiled list of Calendly alternatives. Read through and find your best alternative to Calendly!

Reasons to Look out for a Calendly Alternative

Most individuals or businesses looking for a Calendly alternative have the following few common reasons behind the switch.

  • Limited features
  • Premium pricing
  • Branding
  • Limited integrations
  • Business automation
  • Domain or industry-specific needs like revenue acceleration

Besides these reasons, there are a few significant drawbacks of Calendly that make customers switch to different Calendly alternatives.

  • Calendly has no desktop version. Though the web and mobile applications are sufficient, some users want to schedule bookings via desktops.
  • The software has no payment acceptance on the free plan. The software has PayPal and Stripe integrations, but you cannot accept payments on the free plan.
  • The platform lacks customization options. There are no customization options within the dashboard. The tool may seem limited when organizing internal meetings.

11 Best Calendly Alternatives You Should Try in 2022

If you are confused about which Calendly alternative to try, here’s our compiled list of 11 alternatives to Calendly. Check them out and pick yours!

1. Acuity Scheduling

One of the best Calendly alternatives in the market is Acuity Scheduling. It is an appointment scheduling platform best suited for small businesses and teams. Acuity Scheduling is excellent for B2B or service-based companies requiring their prospects to schedule demos or use their services and products. For instance, salons, consultancy, etc. Acuity Scheduling takes care of the entire appointment scheduling process. It automates booking slots, sending reminders to customers and employees, scheduling video conferences, etc.

Key Features

  • Sync calendars and manage multiple locations and employees. Show customers the calendar you want them to see
  • Customize every aspect to offer the best brand experience to users
  • Organize schedule with auto-adjust for time zones, canceling and rescheduling appointments feature.
  • A centralized hub for organizing client info and data dashboards to track no-shows and successful meetings
  • Several integrations like Quickbooks, Zoom, Mailchimp and payments integrations like Stripe, Square, or PayPal
  • Video conferencing feature with video calling apps integration


Acuity offers seven days free trial and three paid plans:

  • Emerging - $14 per month
  • Growing - $23 per month
  • Powerhouse - $45 per month

2. HubSpot Meetings

HubSpot Meetings is a great free alternative to Calendly. You can create meeting links with direct access to teams or individual calendars using the scheduling software. Send the links through email marketing or in playbooks that are sent to customers for building better relationships. You can integrate HubSpot Meetings with landing pages to make access easy for visitors. HubSpot Meetings is a great Calendly alternative mainly because it is built on the free HubSpot CRM platform. Using them together lets you take advantage of the contact’s data. Thus, you can provide an incredible customer experience.

Key features

  • Easy link creation and sending for meetings
  • Default integration with HubSpot CRM and other campaign management tools
  • Direct integration with Outlook 365 and Google Calendar
  • Add contacts to HubSpot CRM automatically to keep records clean and transparent.
  • Create round-robin links or groups to share meeting details or duties across teams
  • Embed calendar scheduling on landing pages and anywhere on the web


There are three pricing plans for HubSpot Meetings.

  • Starter - $45/ month
  • Professional - $800/ month
  • Enterprise – $3200/ month

3. RevenueHero

Another Calendly alternative perfect for small businesses is RevenueHero’s scheduling software. The platform enables users to schedule more meetings in less time, making the entire sales process more efficient. With RevenueHero, users can schedule automated meetings 24/7. Thus, the risk of missing out on leads is reduced significantly 😀

Key features

  • Real-time automated scheduling of meetings and manual tasks. The feature automatically routes leads to available sales reps and easily helps schedule more meetings.
  • The cancelation and reschedule features enable participants to shift the meeting date and time as convenient.
  • Automated reminders functionality for all meeting participants
  • Integrations with HubSpot, Salesforce, Zoho, and Pipedrive available for seamless working


Connect with the team for pricing details.

4. OnceHub

Formerly known as ScheduleOnce, this software solution is ideal for booking appointments and meetings. OnceHub is a Calendly alternative great for small teams and businesses. However, the tool’s features are limited compared to the other Calendly competitors.

Key features

  • Define daily or weekly limits for meetings to manage the team’s workload
  • Use PayPal to receive payments for meetings and cancelations
  • The session package feature lets customers schedule a series of meetings
  • Get video calling feature to connect instantly with clients
  • Reserve equipment and meeting rooms for scheduled meetings
  • Integration feature available with video conferencing platforms like Zoom, Teams, Google Meet, CRM Salesforce, etc.


OnceHub offers a flexible pricing plan. They are:

  • Starter – Free plan for up to 3 users
  • Growth - $10 per user/month
  • Enterprise – Custom plans from $950 per month

5. Appoint.ly

Appoint.ly is a powerful and easy-to-use appointment scheduling software that makes online scheduling easy. Appoint.ly allows users to create an event or meeting and send the scheduling link to customers, prospects, or anyone else they want to meet. The recipient can choose a time slot, and Appoint.ly automatically adds the event to the sender’s calendar.With Appoint.ly, you can add custom fields like contact method, recurring appointments, etc. Further, the software provides the flexibility to set weekly, monthly, and daily availability schedules. The software is excellent for individuals and businesses looking for Calendly alternatives. Small teams can also use it.

Key features

  • Easy, simple, and straightforward link design
  • Schedule meetings automatically and forward them to personal calendars
  • Easy-to-use functionalities
  • Auto-adjusted time zones according to user’s location
  • Integrations are available with Outlook, Exchange, Google, iCloud, and Office 365.


Appoint.ly offers three plans:

  • Basic – Free plan. Good for individuals and small project management
  • Pro - $8 per user/month. A good plan for professionals and teams with different scheduling requirements
  • Enterprise – Custom features. Contact the support team for pricing details.

6. Vocus.io

The best Calendly alternative for businesses looking for one-to-one meeting scheduling software solutions. The platform allows companies to schedule personalized meeting pages for individual meetings. You can customize the meeting time, day, durations, etc. Also, Vocus.io allows businesses to define short-notice meeting cancelation rules and buffers. These features help in making the meeting experience better. Like other alternatives to Calendly, Vocus.io allows users to share a link or embed a calendar scheduling widget on the site or landing page. Additionally, the software offers other functionalities like campaigns, snooze, template library, etc.

Key features

  • Customize user experience with a custom domain, brand, personalized meeting page, etc.
  • Optional custom form fields can be easily added to the business’s scheduling page
  • Chrome extension available for simpler access to features
  • Several integrations available like Salesforce, Microsoft Teams, Zoom, and Zapier
  • Automated email functionality to maintain contact touch with prospects


Vocus.io offers a 30-day trial period. Plus, there are three pricing plans:

  • Basic - $5/ month
  • Starter - $10/ month
  • Professional - $20/ month
  • Growth plan - $80 per month (contact the team for details)

7. YouCanBook.Me

YouCanBook.Me is a simple scheduling tool that makes scheduling appointments and meetings easy. Mostly used in the education sector, YouCanBook.Me depends on external calendars. Since it has no in-built calendars like Calendly, it is slightly harder to operate.

Key features

  • Set up a regular weekly schedule for meetings or customize your schedules every day as per availability
  • With the duration and appointment padding feature, offer fixed appointment durations or give customers a choice.
  • Detects time zones automatically and ensures that everyone sees the right time.
  • Automate reminders, follow-up emails, and confirmations. Customize calendar events too.


YouCanBook.Me is a Calendly free alternative as it offers a free forever plan with basic features and functionality. Besides, the software offers a pain plan of $10 per calendar/month.

8. Picktime

Picktime is a simple scheduling tool that allows individuals and businesses to schedule meetings and appointments. Like other Calendly or calendar alternatives, Picktime is excellent for service-based companies like freelancers, salons, consultancy, etc. The platform is easy to use. It enables users to easily create appointments, reschedule or change location or date preferences. Even if the user is a multinational business, the software’s reporting feature helps to track everything.

Key features

  • Easy video interactions with integrations with platforms like Zoom
  • Integration with Stripe, PayPal, and Square for easy payment receipts.
  • The in-built dashboard makes it easy to manage subscriptions for users
  • Sync personal and professional calendars to keep everything systematic and organized.
  • Automated reminders for all meeting participants


Picktime is another free alternative to Calendly, as it offers a free plan for 3 team members. Besides, there are two other pricing plans:

  • Starter - $9.99 per month
  • Pro - $19.99 per month

9. Calendar

Calendar offers multiple customizations along with intelligent link features or virtual polling. Plus, users can add customizations as per meeting requirements. For instance, if users want to schedule a lunch meeting, they can select meeting times and nearby restaurants from the booking page. Further, users can change the meeting time, location, frequency, etc. Also, using calendar integration, users can create native appointments.Calendar also offers an overall view of all meetings across the calendars. It also has a reporting feature that helps users track productivity.

Key features

  • The mobile application feature allows users to schedule meetings on the go
  • Sync and connect all calendars to get an overview of all the upcoming events
  • Team calendars available
  • Create events in native calendars and sync them to Calendar.com
  • Advanced customizations for meeting types, dates, and locations


Calendar is a great free Calendly alternative as it offers a free basic plan. Other than that, it offers;

  • Standard - $6/ user/ month
  • Pro - $8/ user/ month

10. Doodle

Though Doodle is a good alternative to Calendly, it works differently. Like Calendly, Doodle does not have a direct integration that allows a single link. When using Doodle, the meeting organizer visits the Doodle site, creates an event, and proposes a few different time slots. Then, the participants pick a time that’s convenient to them. The scheduling software is a popular Calendly alternative because it has several users across different time zones. It has a straightforward design and can also be used by non-tech savvy.

Key features

  • Automated confirmations and reminder emails
  • No account is required for one-off scheduling requirements.
  • Clear snapshots for available and unavailable time slots
  • Free scheduling polls for multiple users
  • Integrated calendar providers synced with calendars.


  • Doodle offers a 14-day free trial and three pricing plans.
  • Pro - $6.95/ user/ month (best for professionals looking for automated scheduling platforms)
  • Team - $8.95/ user/ month (best for teams to increase collaboration and productivity)
  • Enterprise – Contact for pricing details (best for large-scale businesses teams looking for advanced scheduling solutions)

11. Drift

Drift offers multiple tools for sales teams. It is not primarily an online scheduling software but offers a meeting scheduler feature. Hence, you can consider Drift as one of the alternatives to Calendly. The main tool that the platform offers is a website chatbot. Users can make the bot live on their websites and let it handle conversations with visitors. In addition, the bot’s functionality extends to emails, audience insights, and sales team routing. The Drift bot can hold personalized conversations with visitors as it contains visitor data in its system.

Key features

  • Drift Meetings automatically schedule qualified sales meetings allowing sales reps to focus on their work.
  • Target the best site visitors and give the VIP visitors meeting fast lane with Drift
  • SDRs can book instant meetings with AEs after lead qualification through live chat
  • Integration with Outlook 365 and Google Calendar
  • Send automated reminders to participants about the scheduled meeting


There are three pricing structures as offered by Drift. But you need to contact the company to get the pricing details of each plan.

  • Premium – A great choice for small businesses focused on customer satisfaction and business growth
  • Advanced – Best for medium-sized businesses looking for personalized customer engagement
  • Enterprise – Great for large organizations. Enables users to create better customer experiences.

So, Which Calendly Alternative is the Best?

The list that I have compiled has the best of Calendly alternatives. However, to pick the best fit for yourself, you must identify your business needs first. If you are a small business, there are a few best options. Similarly, others work great for enterprises. So, to pick the right Calendly alternative, I recommend going through the list. Check out the pricing plans, features, and integrations to get your best alternative to Calendly. And to clear your further confusion, scroll down. Take a quick look at the FAQs, and make your buying decision.

Calendly Alternatives FAQs

Though I have provided you the list of the best 11 alternatives to Calendly, some more info to help you make a buying decision won’t hurt. Here are a few FAQs to bring you more clarity about Calendly alternatives.

Q: What are the best alternatives to Calendly if you are a small business?

A: RevenueHero and OnceHub would be the best Calendly alternatives for small businesses. You can also try Acuity Scheduling. RevenueHero and Drift are the best options if you are a fast-growing start-up.

Q: Are there any Calendly alternatives for individual professionals?

A: Yes. Vocus.io and Calendar are good Calendly alternatives for individuals. In addition, these software solutions offer multiple customization features that make them ideal for individual professionals.

Q: What are the free Calendly alternatives?

A: Like Calendly, Picktime, YouCanBook.Me, and Calendar offer free plans. So the best option among these three free alternatives to Calendly, Calendar, or Picktime would be great choices.

Q: Which Calendly alternative should you choose to schedule meetings from any web form?

A: RevenueHero is the best tool to schedule meetings with prospects from web forms. However, OnceHub is a good option too.

Q: Which Calendly alternative should I choose if I have a large sales team?

A: RevenueHero is the best Calendly alternative for large sales teams. HubSpot and Drift are also good.

Q: Are YouCanBook.Me and Doodle good alternatives to Calendly?

A: These Calendly alternatives are mostly used by the education sector (universities and institutions). So, they naturally have the features and pricing structure that suits service-based businesses.  

Q: Is there a free trial for all the 11 Calendly alternatives listed above?

A: Yes. Most of the above-listed Calendly alternatives offer a free-trial period. However, the duration ranges between 7 to 30 days. In addition, HubSpot requires you to signup to try out their scheduling solution.

Related Resources

Further reading

Everything You Need to Know About Sales Enablement
Sayani Deb

Before we dive into the informative part, let us tell you why reading this post is a must!

Did you know that only 22% of businesses are actually satisfied with their conversion rates?

Well, every business aspires to boost its conversion rates regardless of its existing customer base. They aim at optimizing conversions to increase the overall business revenue.

But, how do you achieve optimum conversions?

The answer is sales enablement.

Your sales teams often need the right materials, tools, and other resources to convert leads. And it is through a sales enablement strategy that you can ensure providing them whatever they need to drive more conversions.

So, let’s get down to the nitty-gritty of sales enablement!

What Does Sales Enablement Mean?

Sales enablement is the process of providing the sales teams with the resources they need to drive conversions or close more sales. The resources may include information (on a lead or industry updates), content, tools, and specific knowledge that can help the sales reps effectively convert a lead into a customer.

The goal of an organization’s sales enablement strategy is to successfully provide the salespeople with the resources they need to engage the lead throughout their journey.

Importance of Sales Enablement

Research suggests that a successful sales enablement strategy results in a 23% higher lead conversion rate and 32% higher team sales quota attainment.

Here are the reasons why sales enablement is important for your business.

It takes the salespeople ‘back to basics’

Though buying behaviors have changed over the years, the fundamentals of a successful sale remain the same.

If your sales team emphasizes the basics like pre-call planning, setting an agenda, call execution, etc. the sales process will be much more effective.

Sales enablement teams and functions help the sales reps to hone these basic skills. As a result, sales reps can have more valuable lead conversations.

It promotes training programs for salespeople

Sales enablement promotes consistent and comprehensive training sessions for the sales teams to ensure everyone is on the same page.

The training programs deliver all up-to-date industry information, latest trends, products, technologies, etc. to ensure maintaining a competitive edge.

It creates content clarity

As defined, the foundation of a sales enablement strategy is to provide the necessary resources to sales reps.

Done effectively, sales enablement can provide the right content at the right time to the sales reps.

Also, sales enablement tools can gather resources like;

− internal and external content,

− value messaging,

− market intelligence, etc., and deliver them to the sales team to keep the leads better engaged.

Its benefits go beyond the sales team

Though the main focus of sales enablement is to equip the sales team with resources, they are not the only ones enjoying its benefits.

Everyone in an organization who deals with buyers requires the right content and training, aligned with the sales strategy, to engage leads. For instance, the support teams, customer success teams, etc.

All of these sales and customer-related teams can share the sales and training content of sales enablement. They can rely on the information provided by sales enablement teams to enhance customer experience.

Who Owns Sales Enablement?

Both marketing and sales own sales enablement.

The marketing team provides the salespeople with the resources they need to sell a product/service effectively. These resources include;

  • Blogs
  • Videos
  • Product guides
  • Podcasts, conversations, etc.

These resources support your sales team to interact with the prospects efficiently. Your sales team shares these materials with the prospects to help them make a purchase decision.

Additionally, the sales team can communicate with the marketing team about the missing resources that they need to share with their leads. Thus, the marketing team can get the new resources to enable sales reps to close more deals effectively.

Overall, both sales and marketing impact the sales enablement strategy of the organization.

What are the Components of Sales Enablement?

A learning and coaching plan

The first step to creating a sales enablement strategy is to develop a strong sales and marketing team. And to do so, you need a concrete learning and coaching plan.

The learning and coaching plan essentially involves training sessions for sales reps that can help them close more sales. They will understand the product, buyer personas, and target markets in detail.

Further, they can also acquire and hone their soft skills to remain competitive and ensure the best experience for prospects and customers alike.

Updated content

To ensure a successful sales enablement strategy, you need the right, updated content. That’s because if your sales reps want to convert a lead, they must provide value at every step. Thus, you must equip your sales team with the best possible content.

The more you make up-to-date content like blogs, videos, demos, whitepapers, etc. available to sales reps, the more confident they will be in dealing with the prospects. Hence, you can expect better conversion rates.

Tools and technology

While a sales enablement strategy can be implemented manually, the risk of errors will linger. So, without wasting any time, implement the best sales enablement tools and platforms.

Sales enablement technology will support your sales process and ensure that your sales reps efficiently close more sales, reducing the sales cycle.

Strategic initiatives

Your sales enablement strategy must be aligned with your business goals and organizational vision. While you may have the best of resources if your strategy isn’t aligned with your goals nothing will make sense.

So, devise a proper sales enablement strategy, considering buyer personas and the attributes of your sales team. For instance, identifying the stage of the sales process where your reps struggle the most will help you provide them with the right content, training, and tools.

Reporting and analysis

To develop data-driven strategies, reporting and analysis are a must. And to make the most out of the collected data, you must identify qualified leads and implement a standard sales enablement software.

With the help of a sales enablement solution, you will be able to interpret the sales information efficiently. You can also get insights like deals won, leads lost, sales reps’ actions, etc.

A leader-in-charge

An important aspect of the sales enablement process is to put the right leader in charge of the strategy. The leader should be flexible and must communicate with everyone involved in the sales enablement strategy.

Further, the leader must be able to communicate with the other employees of the organization who can deliver additional information to the sales reps.

Defined responsibilities and roles

A sales enablement team must have defined roles and responsibilities to ensure seamless workflow. Certain team roles must be assigned before implementing the sales enablement strategy. For example,

  • Chief Enablement Officer – Manages the overall sales enablement strategy
  • VP of Sales Enablement – Assists in overseeing the sales enablement strategy
  • Director of Sales Enablement – Converts the strategies into programs or initiatives
  • Sales Enablement Manager – Executes and delivers the programs developed by the director.
  • Sales Coach – Helps sales reps with their performances
  • Content Specialist – Finds out the most beneficial sales enablement platforms and tools for the company.

Regular check-ins

The regular check-ins point toward constant communication between the marketing and sales teams. The sales team must continuously update the marketing team with lead and customer insights that would be beneficial.

Further, the marketing team must share updated content with the sales team that would help them address concerns and sell effectively.

Sales performance KPIs

A sales enablement strategy is incomplete without KPIs or metrics. Well-defined sales metrics help you to understand which areas need improvement. Also, you can identify where the sales team needs the most help.

A few sales metrics examples are –

  • Average sales cycle length
  • Conversion rates
  • Average deal size
  • Sales reps & team productivity
  • Number of closed deals

What are the Goals of Sales Enablement?

Sales enablement has goals. It is a well-thought strategy and NOT a tool or templated solution that works for every business.

The one-size-fits-all formula does not apply to sales enablement. As a business grows, the objectives and goals of a sales enablement strategy will evolve. In short, it is an iterative process.

Coming to goals, the sales enablement function has three primary objectives:

  • To increase sales productivity
  • To reduce the sales cycle
  • To create long-term customers

All sales enablement activities are directed towards achieving these objectives. These activities target specific areas for improvement and create programs, platforms, and processes to boost the outcome.

A few areas that sales enablement activities improve are:

  • Align the buyer’s journey and the seller’s actions
  • Increase revenue by engaging prospects and creating a consistent experience
  • Improve sales rep’s performance
  • Build brand loyalty
  • Build and test sales enablement best practices to shorten the sales cycle

Sales Enablement vs Sales Operations

Though the terms ‘sales enablement’ and ‘sales operations’ are often used interchangeably, they are different. Here’s how.

  • Sales enablement focuses on helping the revenue teams to engage leads successfully. It orchestrates and drives a prospecting mindset across the organization. Whereas, sales operations focus on activities like compensation, incentive plans, benefits, revenue strategies, etc. to help the sales team function effectively on a day-to-day basis.
  • Sales enablement provides sales reps with the necessary resources, systems, tools, and training to improve their performance. Whereas sales operations evaluate sales productivity tools that streamline the sales process. It allows the sales reps to focus on selling rather than on administrative tasks.
  • Sales enablement aims at equipping sales reps to speed up the buyer’s journey. Whereas sales operations focus on the analytical and technological motions that boost revenue.

How to Setup Sales Enablement Process?

Aligning the sales team and optimizing outcomes determines the success of the sales enablement strategy.

Here’s a blueprint for setting up the sales enablement process.

Sales enablement drives business growth. But to implement an effective process, it must begin with a plan. So, start with;

Building a business case that explains the purpose of sales enablement in the organization or why you need it. Clarify the roles and responsibilities, establish the value of the sales enablement strategy, and ensure leadership’s buy-in.

Next, create the charter detailing the strategy and execution plan. Include the following information in the charter:

  • Mission
  • Stakeholders
  • Key responsibilities
  • Key deliverables
  • Budget
  • KPIs
  • Leading and lagging indicators

Focus on customer

Sales enablement focuses on shifting the organization’s focus on customers. It ensures refining and updating customer profiles and buyers’ journeys.

Thus, it helps sales reps to understand what customers are looking for, how to interact with prospects, and what is needed to convert the prospects into loyal customers.

So, to refocus on customers, you must;

Create the buyer’s profile

For a seamless customer experience, start with building the ideal buyer’s profile. If you already have one, reset it if required.

Though most sales teams know their ideal buyers, update them with the current details. Sales enablement usually reviews and refreshes the ideal buyer profile twice every year.

Map the buyer’s journey and touchpoints

Sales enablement aligns the sales process to the buyer’s journey to ensure a seamless customer experience. It ensures engagement and a positive experience for buyers, regardless of the stage they are in.

The main goal of sales enablement is to make the buyer’s journey hassle-free, no matter who they are interacting with or why.

Hence, sales enablement trains every sales rep and person in customer-facing roles to associate with buyers at every stage of their journey. This will result in winning customers’ trust and reducing the length of the sales cycle.

Develop sales enablement programs

There are four main programs that you must develop to support the sales team.


The 2021 Sales Development Report by the Bridge Group mentioned that retaining sales is difficult. The average salesperson tenure is 1.8 years.

With such high salespeople turnover, sales teams always recruit new talents. Thus, sales enablement helps develop an ideal profile of sales reps that includes their skills and experience levels.


Onboarding sets the new salesperson to the organization, its culture, benefits, values, etc. In short, it makes them feel comfortable. But there is no standard onboarding program.

A good onboarding program includes training sessions aligned with the sales rep’s experience level. This ensures that the experienced salesperson becomes productive in no time. Also, the new inexperienced salespeople are given core training.

For instance, B2B sales enablement process will have training programs for freshers and experienced sales reps.

The experienced ones may simply go through the product demonstration while the new sales reps must undergo soft skills training, product demo, and core training to be ready to perform.


One of the main goals of sales enablement is to improve sales reps’ performances. Thus, the process involves training and reinforcement programs to;

  • Develop or enhance core competencies
  • Build better habits
  • Use tools and tech
  • Improve overall performance

Sales leadership program

Under this program, sales enablement supports the sales leadership roles and managers. It ensures coaching them to drive more revenue.

For instance, the front-line managers get training on how to coach more effectively, sales leadership gets an understanding of how to improve forecasting, and human resources can learn about attracting and retaining top talents.

Optimization of Technology

Sales enablement tools and platforms are an integral part of the sales enablement strategy. They ensure data-driven approaches, better-informed decisions, and better-equipped sales reps.

With the right sales enablement software, you can automate administrative tasks so that sales reps can focus on sealing more deals.

Check out the top sales enablement tools of 2022 here.

Develop feedback loops

The sales enablement process is iterative. That means, it keeps evolving.

Once you set up the process, you must ensure running a feedback loop between prospects, sales reps, marketing team, and sales enablement team. This will ensure a smooth communication flow.

As a result, sales reps will be able to share their insights about the leads. The marketing team can share updates and information with sales reps to help them sell more effectively.

Meanwhile, the sales enablement team can identify the areas for improvement. Additionally, customer success teams can be involved for extra information on existing customers.

Measure and optimize

To improve your sales enablement process, you must keep it under constant review. At regular intervals, check the KPIs and metrics. Find out how the strategy is performing. Measuring the progress will help you make necessary adjustments in the sales enablement process.

5 Sales Enablement Best Practices to Drive Sales

1. Leverage, tools, tech, and integrations

According to a study, 60% of sales organizations report longer sales cycles due to a lack of appropriate sales enablement tools.

So, implementing the right sales enablement software is a must for every organization. Using the right tech and tools will ensure that your team performs more efficiently. It will make the overall sales process more effective.

Sale enablement tools can help sales reps by providing them with the right content at the right time, automating tasks, lead management, etc. Additionally, they can be integrated with the CRM system to improve effectiveness and increase productivity.

2. Invest in coaching and training

Continuous training is an important aspect of sales enablement. To have a strong, high-performing team you must provide training opportunities throughout their tenure.

Apart from onboarding and regular training sessions, employ effective training tools, and teach the sales team to make the most out of these tools. Conduct quizzes, share crucial industry information, test their knowledge, and coach them on their soft skills.

Offer your sales reps the opportunity to progress. This way their productivity will increase and they will be motivated to perform as well.

3. Use analytical insights to scale best practices

A good sales enablement tool has reporting and analytics features. These analytics reports provide you the insights into sales performance.

Make it a ritual to evaluate these insights now and then. It is through insights that you will understand how your strategy is performing – what’s working for customers and what’s not.

Also, taking a data-driven approach to reduce the sales cycle and making informed decisions based on performance insights, will help you optimize the sales process.

4. Collaborate with sales and marketing teams

Sales enablement can be successful only when the sales and the marketing team work together. Both teams must be closely aligned so that they can share the right information and the right content with each other.

Also, establishing a good communication system between both parties is a must. Together, they can access all content, drive better customer engagement, and ultimately boost conversion rates.

5. Set up a content strategy

Your sales enablement strategy may not perform up to the mark if you do not have a proper content strategy.

High-performing businesses use sales enablement software to track how effective the content is. They evaluate and measure various metrics and analytics to identify the content that is performing well and the ones that are not.

Also, with a proper content strategy and set KPIs, you can track the content pieces driving engagement. Thus, you can ensure a high-performing sales enablement strategy.

How to choose a Sales Enablement tool?

Since there are plenty of choices out there, here’s a list of factors you can consider to choose the best sales enablement tool for your business.

User-friendly Interface

A simple UI works best. It enables the sales reps to navigate easily. Moreover, other stakeholders can also use the tool if required. They would not need additional training if the tool is simple and user-friendly.

Enables CRM integration

Though most sales enablement platforms provide CRM integrations, ensure to check for it. CRM integrations help you to directly deliver materials and content into the CRM. Thus, your sales reps can easily access them from the CRM system.

Inter-department collaboration

Sales enablement involves several departments – sales, marketing, product, human resources, etc. So, look for a solution that enables easy collaboration across departments.

Training feature

Does the tool provide the facility for delivering training resources to the sales team? Find out whether or not the platform is equipped with tools to support training sales reps.

Reporting and analytics

One of the most significant features of sales enablement software is reporting and analytics. Ensure that the tool has an advanced analytics system to generate insights from the sales performance.

Easy access to content

Finding the right content at the right time is critical. So, figure out if the sales enablement software has the functionality for easy content access. It will save time for sales reps and make them more productive.

User-friendly content creation tools

The sales enablement tool you get must have an easy-to-handle content creation tool. Check if you can create quality content fast without wasting any time. Ensure that the sales and the marketing function are working at the same pace.

Benefits of Sales Enablement

Sales enablement has far-reaching impacts on business growth. With an ideal sales enablement strategy in place, you can transform your average-performing sales team into a high-performing team.

Here are a few top benefits of sales enablement.

Sales process efficiency

Businesses with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without.

Sales enablement benefits your sales team. It helps the team to operate more effectively and efficiently.

Sales enablement tools integrate easily with CRM systems making every process strategically aligned with the sales department.

The sales team can access data and make changes whenever required. Resultantly, sales reps can focus more on selling than on data entry and updating.

Empowering sales managers

Sales managers’ buy-in is crucial as they play a pivotal role in implementing sales enablement strategy.

The perfect sales enablement program backed by advanced tools and tech can empower sales managers to hire better and speed up the ramping process.

According to research, sales enablement can reduce new-hire ramping by 60%. Also, it decreases the time spent on admin by 30%.

Improved sales training

Sales reps undergo a lot of training to ensure successful deals. In addition to new sales reps’ training, there’s ongoing training for the existing sales reps.

Furthermore, sales reps may not retain all of the training information no matter how good the training material is unless visited regularly.

With sales enablement, sales managers and leaders can design and implement training initiatives and make them easily accessible to the sales reps. These training materials can be pulled out from the system whenever required. As a result, you can see an increase in the sales training effectiveness.

Empower your Sales Team with Sales Enablement

Sales enablement helps the marketing and sales teams to collaborate and work towards driving revenue. It systematizes the sales process, making it more effective and efficient.

With the growing competition around, you cannot deny the importance of a sales enablement strategy in your organization. Statistics say that there has been a 343% increase in the adoption of sales enablement over the past 5 years.

So, what are you waiting for?

Devise your sales enablement strategy and partner up with a platform like RevenueHero. This platform can ensure hassle-free lead qualification, routing, and prioritization. Essentially, RevenueHero can ensure creating a positive impact on your bottom line ROI.

Lead Vs. Opportunity — Understanding The Difference And How To Manage Them Successfully For Your Business!
Sayani Deb

Ideally, your sales funnel would consist of a single step—from leads to clients! Your archetypical customer would approach you, already in love with your product and ready to hand out their cash. What a dream!However, in reality, you have to jump hoops between the lead and opportunity stage, and even then, those opportunities convert into paying customers only if properly managed.For many B2B companies, 73% of leads are not ready for sales—and the secret to undermining that statistic is known to only a few.Want to know how to nurture your leads to make them sales-ready? Then let me tell you—all you need to know is the differences between a lead and an opportunity and the right ways to head them both, all the way to the end stage i.e., trusting consumers.In this blog, I will discuss what leads and opportunities are, how they are different, the correct ways to manage them, and the different ways to convert leads into opportunities through your sales pipeline.

What is a lead?

A lead, is simply someone who has shown the first signs of interest in what your company is trying to sell. They have learnt about your products or services from a variety of sources viz. Socials, affiliates, referrals or maybe a Google search—and filled out a contact form on your website or subscribed to receive your push notifications.

What is Lead?
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Let’s explain this with an example. Suppose you are a marketing agency for B2B SaaS brands. Now, a lead would be someone who books a discovery call from your website, to inquire about your LinkedIn organic growth services. It could also be someone who subscribes to your newsletter from your website.Two things that characterize a lead: first, they are interested in what you have to offer, but you don’t know whether they will buy, and second, you haven’t engaged them yet. Without your sales rep contacting them, you have no idea what it is your lead wants from you, whether you can fulfill their needs if their budget aligns with your quotations, and lastly, if they want to buy from you now or a little later in the future.

What are they worth?

A lead is someone who has already engaged with your brand and its marketing verticals (congratulations, your ads worked!).They know what you do and probably, want to buy from you (if not now, then in the future). However, since these people are already connected to the value you provide, they are primed to provide you with suggestions and feedback to improve both your product and customer experience. The leads you nurture well can eventually turn into brand loyalists and your revenue on the retainer.

What are the different types of leads?

Now, let’s see what different types of leads there are and what are the best ways to nurture them throughout your sales pipeline:Note: You should always qualify and categorize your sales leads in business, so that you know how to market your products/services best.

1. Cold Leads:

A cold lead is someone who exactly fits your ideal consumer profile but hasn't expressed any interest in your product yet. You can compile your list of cold leads using a lead generation software or even, thorough market research. One of the hardest type of leads to convert into prospects, you must learn the art of communicating with cold leads, since they are your potential target customers.How to communicate with them?

  • Set up emailing campaigns, generally with the first reach-out sequence, followed by two to three follow-ups; research and acquaint them with helpful information about how your company can help solve their pain points.
  • You can also direct outreach efforts through cold calls or social touches; be respectful of their time and concisely explain how you can help them when on call, and use social media to update them of latest offers and discounts on your products/services.
  • Nurture them over time since cold leads may not respond to your efforts right at the beginning; send them gentle reminders so that when they are ready to buy, you are the first option on their mind.

2. Warm Leads:

A warm lead is a potential customer who is already familiar with your company's operations or even simply your name. These are the leads that just so happen to read your blogs, view your videos, or maybe became familiar with you through a previous interaction.How to approach them?

  • Set up a meeting on call to personally explain them the features of your products/services that are suited best to their business.
  • If you had communicated sometime in the past (within the last six months) but weren’t a match because of budget constraints or any other issues, reach out to them again.
  • Circle back with an improved value proposition after you research their business and craft your offers, adjusted to the changes in their operations.

3. Hot Leads:

The type of lead has expressed interest in your business presently. They may have completed a demo offered by your business or even contacted you directly to request more information. These leads need to be addressed immediately since they can lose interest if you wait too long to answer. They may also contact your rivals immediately to see which strategy will work best for them.Hot leads are characterized by three features:

  • They need a solution right away and are looking for a problem-solver;
  • They usually hold purchasing or decision-making power for their company; and,
  • They come from a market that fits your ideal customer profile.

The way to convert hot leads to acting fast! You must still research their business to tailor your value proposition to their needs. Still, if your products/services serve their purpose, these leads can usually be closed after a couple of follow-ups and pushed into your sales pipeline towards being converted into paying customers.

1. Information Qualified Leads (IQLs):

These are the type of leads who found you via. Free gated content, such as an ebook or a case study. They may not have any specific interest in buying from you, but you have access to their contact details—which you can use to follow up with them to qualify their chances of purchasing your products/services.Here’s how you can reach out to your IQLs:

  • Find out more about their business and what they want with your products/services.
  • Nudge them with the latest updates on your products/services, offers or discounts through emails or newsletters.
  • Research their pain points and reach out to them with customized solutions that help them solve their problems fast and easily.
Types of Business Leads
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2. Marketing Qualified Leads (MQLs):

These kinds of leads are qualified for fast sales—they are interested in what you’re providing and want solutions to their problems as soon as possible.Here’s how you can assess the quality of MQLs:

  • They download your case studies
  • They subscribe to your newsletter to receive the latest updates
  • They attend webinars that your company publishes

It shouldn't be too difficult to convert these leads into customers because they are interested in learning more about your products. You can easily complete the qualification procedure by email or voice chat. You can arrange a demonstration or presentation if you think they are prepared.The only thing to remember is they also might be interested in what your competitors might have to offer, so you need to be persistent and follow up with them regularly.

3. Sales Ready/Accepted Leads (SRLs):

A sales-ready lead can be qualified as someone who wishes to talk with a salesperson. They might still be debating whether to buy from you, but they are curious enough to bring it up.How you qualify sales-ready leads is up to you, though. A company may consider a lead sales-ready if they have attended a webinar, while others may only qualify them when they have expressed buying interest.Marketers effectively use the BANT strategy to qualify such leads:

  • Budget - Is the potential customer prepared to make a purchase?
  • Authority - Do they have the power to make decisions?
  • Need - Does the potential customer need to be met?
  • Timing - When do they need a solution—immediately or shortly?

Just because they are sales-ready doesn’t mean they want to buy from you currently—you need to nurture them with regular communication to convert them into paying customers.

4. Sales Qualified Leads (SQLs):

A sales-qualified lead (SQL) is prepared to meet with your sales team. They are prepared to buy because they have shown great interest in your offers. They might still be contrasting your offering with your rivals, though. You should treat these leads as really hot and get in touch with them immediately. All you need to do is get in touch with these fully qualified prospects, confirm their identification, and then start guiding them through the sales process.There are multiple ways to generate sales-qualified leads (SQLs):

  • Qualify your leads with lead-scoring
  • Promote your services by hosting an event targeted towards your niche product/service market
  • Automate responses for leads reaching out through social media (for example, Instagram stories, Twitter ads, LinkedIn ads etc.)
  • Enable a contact form for submitting queries, directly from your website
  • Build a lead magnet, that concisely shows how effective your product/service really is, and set up an opt-in option on your website
  • Use SEO tactics for more visibility, and once, your website traffic increases, construct a landing page that covers all the essential information about your product/service in one place
  • Bid on long-tail keywords associated with your product/service
  • Use promotional emails, but sparingly; also select the right promotional platforms where you know your niche market audience is present
  • Utilize a CRM to monitor every individual lead so that none fall through any cracks, and create a sales funnel to automate the lead flow

What is an opportunity?

An opportunity is typically an individual with a good probability of becoming a customer. In other words, they have a pain point that your offering can help them solve. They have the funds and are prepared to make the transaction. It is now up to the salesperson to close the deal.A sales opportunity is more formally known as a qualified prospect. A company must establish precise standards to determine if a person qualifies as a sales opportunity. The sales pipeline is created by the criteria or standards established by the companies.Most B2B businesses lose a majority percentage of sales because sales representatives do not qualify opportunities before putting them through the entire purchasing process—which is why it is important to look into each sales opportunity individually, and qualify them. You can do that according to the BANT framework i.e. verify whether the lead approaching you has (a.) the budget to buy from you, (b.) the authority to make the purchasing decision, (c.) an urgent need for your product/service and, (d.) if they want to invest now or later. You can also use technology such as a CRM tool to automate the lead qualification process.

What is an opportunity?
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What are they worth?

They are prepared to purchase, which is a clear win. They are significantly more likely to make a purchase than a lead or prospect—and you hardly have to work hard to close the deal.You already know there is a need at this point; all that is left is to guide them through the sales pipeline, into becoming loyal consumers.

Lead vs. opportunity: Major differences

Lead vs. opportunity: Major differences
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Let’s talk definitions.A typical top of the funnel inbound "marketing-generated lead" is a request for a white paper or eBook. A "sales-generated lead" is an outbound asset, such as a caller who expressed interest in speaking with an SDR or scheduling a call.A “sales opportunity” is the penultimate stage in a sales funnel, who is usually a qualified prospect already familiar with the free marketing and sales materials you have available to attract customers—and is interested in your offers, in an authoritative position to make the purchase decisions and on a time crunch to find solutions to their company’s pain points.The BIG difference between leads and opportunities is that a lead is not a sure thing, meaning they may not possess one (or more) of these following attributes, that can turn them into a sales opportunity:

  • Problem: Say a lead approaching you is interested in your offerings, but cannot identify (or are not aware of) the pain points they are trying to solve with your products/services. That’s where your sales rep comes in—to artfully ask the right questions, to generate awareness about the problems that are hindering their business growth. Once they realise where they stand, what you offer may or may not be the right choice for them.
  • Interest: Yes, your lead may be aware of the pain points in their business, and your company may be providing them with just what they need—but do they really need to solve them urgently (or at all)? Executives must prioritize, and you have no clue where you will land on their list of contingencies.
  • Fit: Now the lead has both pain points and the interest to sort them out, but suppose their budget doesn’t fit your base rate of services? Or maybe your product is suited to companies with 3-10 employees, but they have a workforce in the hundreds? The expectation of your client needs to align with what you can best offer. If both are not well-aligned, they won’t be satisfied with you in the long-term and everyone knows what that means—bad customer reviews, yelp!

An opportunity, however, is a potential source of revenue for your organization, if managed right. The challenge to converting a sales opportunity into a paying customer, is to simply show them why you are the best at you do.Now, how do you qualify the quality of a lead? You can do that using the BANT framework as discussed above. Qualifying lead quality helps you focus your attention where it is needed, and saves you hours of verifying whether every lead you receive through your various marketing channels is worth chasing or otherwise.

what is mean by BANT?
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How to manage your leads vs. your opportunities?

Let’s face it. Keeping track of your leads is hard. When you are going into marketing your products/services fully prepared, you should be prepared to manage the leads coming out of every marketing channel.Be it networking at events, running organic/paid social media campaigns, hosting webinars where you sign up prospects through an online lead gen form, or getting recommended by affiliates and referrals—you should have a system to log in every lead you get for qualification by your sales reps.That’s where a CRM comes in.

What is a CRM?

A CRM or a customer management tool is a schema of processes your company should implement to manage all communications with current, former, and potential clients.A CRM tool benefits your business and especially, your sales team, by storing all necessary contact details of both inbound and outbound leads in the same space and updating the status of each lead, being engaged in real-time. It basically:

  • simplifies the qualification and nurturing of your leads;
  • automates many laborious and manual sales workflows; and,
  • monitors the development of your leads and sales possibilities.

This all enables you to close more sales, improve lead connections, and accelerate your sales process.

What is a CRM?
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Now, there's a very elementary difference in the managment of leads vs. opportunities using a CRM tool.

  • For leads, the CRM qualifies them as cold, warm or hot using a universal framework, such as the BANT and filters out those that are not the right fit for your products/services. This helps you save time and resources.
  • For opportunities, the CRM tool assigns stages that clarify the high value deals at a glance. There is a likelihood associated with each stage, from prospecting to negotiation, that shows you the potential revenue in your pipeline and shows you how near you are to concluding the sale.

As for contact management, your CRM tool acts like a hard drive for storing information about your past, present and potential leads. It hosts all the information in one place—phone numbers, email addresses, past purchases, personal details, etc. It makes things fast and easy for you to locate and share that information with both your marketing as well as your sales teams.Lead and opportunity management is important for both your marketing and sales teams.Your marketing team needs to know about your leads and where they came from. It helps them create email campaigns that are successful and make marketing investments that have a high return on investment.Your sales team, meanwhile, needs to be aware of the opportunities to determine possible sales, cultivate connections and generate income. Opportunities in the pipeline are crucial to sales managers. They aid in potentially generating income and estimating your company’s future performance through the pipeline management data.

How can you convert your leads into opportunities?

Pushing your lead through the sales pipeline and converting it into a paying opportunity is what your marketers and sales reps aspire to do. For this, they try to tick off the following boxes:

  • Scouring the internet for your ideal leads and contacts who require your goods and services, can afford them, and have the power to order them;
  • Maintaining a mainline of communication with a lead or contact that is effective—by creating points of contact with potential clients to engage with them, demonstrating the value your product or service offers in solving their requirements and building a rapport with them through continuous nurturing, using emailers, social media and your website’s content; and,
  • Pursuing leads through timely scheduled follow-ups keepstheir interest and intent alive until they turn into opportunities. This will typically involve, regular direct communication between them and someone on your sales team or in your company who understands that there is a good chance of making a deal.

Besides these basic steps, here are some ways you can effectively convert qualified leads into paying opportunities:

1. Capture the Right Market:

To capture the right leads, understand the market that you’re operating in, and the behavior of your target audience. Use demographics (age, gender, education level, employment), geographic (location, address, region, country), and socio-economic (life-style, social class, personality, attitude) data of your target audience to show them relevant content and even incentivize them to convert into leads.

2. Segregate Your Leads and Score Them:

Select only those leads based on the business context that you believe would be actually beneficial to your company and are interested in purchasing your goods or services.Investigate these leads carefully, analyze their intentions and interactions with your platform, look into their most recent sales activity, and then get in touch with them. This is crucial, since if your sales team follows up on every lead for your company, they will not only waste a lot of time and effort.You can assess a lead's worth and significance using the lead scoring tool. Lead scoring is considered as a top revenue contributor by 68% of highly efficient marketers. The better it is, the bigger the lead score. Lead quality also entails selecting only those leads with the ideal profiles who can be converted into loyal customers over time.

3. Establish Communication with Your Leads Using Effective Channels:

Nurturing your leads is a regular exercise, lest they lose their iinterest and intent to buy from you.Be modest if you call them to get in touch with them. Make sure they are satisfied and address any of their questions and concerns. Inquire if they'd be interested in a demo call to better understand your product(s) or service(s), frequent updates on your brand's offers, or anything else related. Make it clear to them that you care about them and would stop at nothing to help them better their business and revenue.Delve deeply into the platforms that prospects utilise to interact with your brand. To reach out to them, try utilizing your complete gamut of marketing methods like emails, cold calling, social media, etc.

4. Regular Follow-up:

It is essential to follow-up with your targeted leads on a regular basis and in a timely manner. They must develop the impression that you are concerned about their wants and are ready to give them all the services they require.Don't give up after making that initial demo call or after sending your target audience one or two emails. Follow up with them frequently. Inform them about the services offered by your company and emphasise your unique selling propositions.

5. Employ a CRM to Speed Up Sales:

Having two divisions within your sales staff is always a good idea; one that handles all of your current customers, and the other to manage all of the new leads your company generates.Another way to help your sales team is by utilizing a decent CRM system to track your prospects' sales progress and other associated actions. Additionally, you can employ specialised personnel to keep an eye on and distribute leads to various sales managers. This will assist your sales staff in managing all incoming leads and managing their sales funnel throughout the whole purchase process.

6. Improve Credibility by Highlighting Reviews from Past Customers:

82% of customers responded that their purchasing decision was impacted by reading positive customer reviews and product testimonials. So, make the most of your customer reviews.Make prospective clients read the reviews of your satisfied existing customers to earn their trust. Add them on pages like the home page, pricing page, blog page, and others where people are most likely to read them.You must correctly feed and nurture leads throughout their sales journey to turn them into trusted customers. You should determine your lead conversion ratio and keep track of every individual lead’s journey to identify any opportunities your brand may be missing to convert leads into clients.

Leads Funnel
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Final Thoughts

Qualifying leads into sales opportunities and moving them through the sales pipeline to convert them into paying customers is the backbone of any business. As we discussed above, having an efficient system to verify the quality of leads, communicate with them and find the intent behind their buying decision—is a priority in today’s fast-paced digital selling setup.Consumers that approach you for your products/services are already well-informed, from studying your website content, following your brand on social media and reading your past customers’ reviews on Google. They have probably even evaluated you alongside your competitors and are primed to make a decision, even before they send you their first inquiry.What helps you with closing such deals then? First, directing these qualified leads through the fastest route to your sales reps, without wasting their time.Turn these leads into opportunities with RevenueHero.This sales acceleration platform handles lead qualification and routing, scheduling, and prioritizing leads based on high-value offers as well. Combined with a reliable lead scoring system and seamless integration into all the tools in your GTM stack, you can convert as many prospects leads into sales opportunities as you’d like, and never run out of a full sales pipeline.Wish to learn more? Check out the platform!

Related Resources

What is Lead Management Process? | Importance, Best Practices, Tools
Sayani Deb

What’s the first thing that your leads want?They want you to win their attention!Earning your lead’s attention is the first step toward lead management. After that, going for a quick revamp of your lead management strategy to meet the leads’ evolving needs won’t be a bad idea.Thanks to lead management automation tools, businesses can be in their best form to garner attention from their leads.But before you get to the tools, you must ensure that you have the right lead management process.And if you’re new to following an organized and effective lead management process, keep calm and read on.In this post, I’ll walk you through the ABCs of the lead management process – what it is, its importance, stages, lead management best practices, metrics, and much more.So, let’s begin with a cup of coffee!

What is Lead Management Process?

Lead management is acquiring and managing potential customers until they convert. It involves capturing leads, qualifying, and engaging them to a point where they make a purchase.

Lead Management Process

Lead management is quite complex but popular. It involves several steps and strategies to track prospects, engage, and nurture them to ensure conversion. Let’s get into the details of lead management stages down the line.

Why is Lead Management Important?

A proper lead management process can help you understand your customers better. Not only that, lead management can contribute significantly to your business growth. Check out a few statistics here.

  • Nurtured leads produce 20% more sales opportunities
  • Organizations that nurture leads generate 50% more sales at 33% lower costs

So, the better lead nurturing and engagement, the higher the conversions and revenue.Besides more conversions, here are a few other important reasons why the lead management process is vital.

  • A lead management process can provide your business with lead data like demographics, contact, and how they respond to your marketing strategies. Thus, you can find out the possible areas of improvement to ensure a frictionless buyer’s journey.
  • A lead management process enables your sales reps to be in touch with the prospects constantly. Therefore, with consistent nurturing and engagement throughout the sales process, they can place your product at the top of their minds.
  • Throughout the buyer’s journey, you can create a stable relationship with the prospect, winning their trust. Also, with sales lead management, you can improve user experience and stand out from the competition.

What are the Five Stages in Lead Management Process?

As mentioned already, the lead management process is all about;− capturing leads and tracking their behavior across all channels,− nurturing them with valuable content,− managing interactions, and− helping your sales team to push them faster down the sales funnel, thereby making a successful conversion.There are five main sales lead management stages included in the process. Let’s size up!

1. Lead Capture

Where do you find your leads?Email marketing, social media channels, inbound calls, website forms, seminars, referrals, etc.A good lead management tool or software can capture leads automatically from all sources and feed them into your CRM system. It prevents the risk of leads falling through the cracks.Lead management combines your lead generation efforts with sales opportunities. As you run marketing and sales campaigns for lead generation, this lead management stage ensures collecting these leads from several sources and bringing them to a single platform.

what is lead generation

2. Lead Qualification

Did you know 67% of lost sales are due to improper lead qualification?Qualifying leads is a vital stage of the lead management process. It ensures quality leads and increases the possibility of higher conversions.Sending all the captured leads directly to the sales team simply increases their workload resulting in a drop in productivity and waste of time. Thus, it is critical to qualify leads based on:

  • Interest to purchase
  • Capacity or budget
  • Needs addressing (does the solution meet their needs?)

When qualifying leads, ensure that you record this information for future reference. Lead management platforms can help you store and access qualification data whenever necessary.

3. Lead Distribution

Lead distribution is assigning the right leads to the right sales reps. Let’s say, you have a team of sales reps with experience in different B2B products and geographies.How would you determine the best sales rep for a lead?Here, the lead distribution process comes in.For instance, you can;

  • Assign the lead to a sales rep who is a specialist in a specific industry
  • Or you can pass the high-potential big-budget lead to someone who’s more experienced in sales

Though you can assign leads manually, having good lead distribution software is an asset. Lead distribution solutions can ensure routing the leads based on your predetermined criteria.In fact, with an automated lead distribution system, you can expect a whopping 87% higher conversion rate. So, look for a platform like RevenueHero that works best for lead management and witness your sales soar higher.

4. Lead Nurturing

Lead nurturing is a process in itself. It involves building a relationship with the leads through consistent interaction and engagement.This stage of the lead management process consists of strategies like running educational campaigns, promotional campaigns, sending informative and follow-up emails, and engaging the leads with valuable content like blogs, newsletters, e-books, etc.At each sales funnel stage, provide leads with appropriate content to help them make an informed purchase decision.

Lead Nurturing Benefits

5. Lead Conversion

The final stage of the lead management process is conversion. The best thing about this stage is that if you ensure proper performance in the above four stages, the lead is bound to convert.At this stage, the lead makes the buying decision. So, if the lead's interest in your product is genuine, they have the budget, and the product addresses their needs in the best possible way, you can expect a successful closing.To seal as many deals as possible, track all the other stages of lead management minutely. Let the lead management process flow seamlessly without any friction. The better the user experience, the higher the conversions.

Challenges with lack of lead management process

Your sales process is far from efficient without a properly defined lead management process. Here are the possible challenges you may face without a lead management process.

Performing all activities manually.

Manual lead hunting, qualification, typing and sending emails, and follow-ups can get exhausting. In fact, your sales team may miss out on quality lead interactions with the administrative work overload.With a lead management process, your sales team can focus more on closing more sales. At the same time, the repetitive tasks can be performed automatically with an effective lead management process.

Lack of lead visibility and insights

An overview of the lead’s experience across different touchpoints can help you provide them with a better experience. That’s why a lead management process is essential. Moreover, a lead management process enables the tracking of a lead’s activities on your website. Therefore, you can score the leads based on their actions and prioritize the high potential ones.

Lack of lead nurturing

Without a lead management process, your sales team cannot understand the prospect’s requirements. Hence, they cannot personalize customer experience or send custom emails on time to build long-lasting relationships with prospects.

Low conversion rates

The ultimate impact of not having a lead management process is declining conversions. Without a proper process, your sales and marketing teams may miss out on follow-ups, fail to prioritize leads, and personalize experiences, resulting in leads falling through the cracks.

How to Implement a Perfect Lead Management Process?

Your lead management workflow can only get better with a solid lead management process. So, if your organization lacks one, follow these lead management steps to implement an effective method.

Step 1: Identify leads and understand them

Who are your potential buyers?Where do they stand in the sales process?What are the buyer personas?Address these aspects at the initial stage of implementing a lead management process.Your marketing team must identify the buyer personas to focus their marketing efforts in one place. First, try and create a profile based on your existing customers. Here are a few starting points to carve out the buyer persona.

  • Demographics - Includes details like your ideal customer’s location, size of the organization they work for, their industry, problems, challenges, and needs.
  • Behavior – How are your ideal customers behaving? What are their decision-making patterns? Do they read blogs, eBooks, etc.? Or simply Google the information they want?
  • Lead source – Here, identify the sources wherefrom the leads typically find you. Did they come across your page on LinkedIn or one of your tweets? Are the leads from direct website traffic? Or have they read a blog mentioning you?

Besides, you must also dig deeper to find out the job position of the lead, their mindset, how they visited your website, etc.

Step 2: Generate leads and collect lead data

The lead management process begins with the marketing team determining the first point of contact of the potential lead. To generate leads, you must know their source. This, creating and tracking content is vital.

  • Deliver valuable content like whitepaper, eBooks, blogs, and webinars behind lead capture forms to generate leads. Collect critical lead information through the forms to use during lead management.
  • Add trackers to social media and emails links to understand lead behavior and interaction with your content.
  • Further, use marketing analytics to determine your lead source – how people come to your website, the most visited pages, their clicks, etc. It will help you identify the top-performing content and the content type your leads engage with. It will also help you understand their needs, wants, and interests.

Step 3: Lead Scoring

Lead scoring is an essential part of the lead management process. It helps to determine the lead’s interest in your product.Demographics and behavioral details are potential factors in determining a lead’s score. Based on this information, you can check if the lead can qualify or not because;

  • The higher the lead score, the more likely it is for the lead to convert.
  • Cold leads (unqualified ones) can go through the lead nurturing process until they are sales-ready
  • Lead scores consider the actions taken by the lead. The score is likely to reduce by inactivity (like not clicking on links or blogs)
  • Your sales reps can prioritize lead calls. For instance, they can prioritize and schedule meetings based on lead activity.

To ensure a sound lead scoring system, spend time determining the factors critical to your business. Then you can develop a lead scoring system that best suits your business.

lead scoring

Step 4: Nurturing leads

Use the collected lead data in this step. Know your leads’ interests and their likely position in the sales funnel.The leads who aren’t sales-ready yet can pass through a good lead nurturing campaign. Many of these leads can be in the awareness or research stage, finding the solutions to their pain points.Provide these leads with relevant content, and educate them with useful blogs, product demos, tutorials, promotional offers, etc.Here are a few practical tips for creating an ideal lead nurturing campaign.

  • Add relevant and prominent CTAs (Call to Action) buttons or links in your content.
  • Personalize emails and social media communications to build relationships
  • Plan your content and use a content map to know what type of content would be appropriate for what type of lead
  • Maintain constant communication from first contact until they are sales-ready and can be passed off to the sales team. Offer targeted and customized content to build relationships.

Step 5: Pass on leads to the sales team

Once you are sure that the lead is sales-ready, pass them off to the sales team. Take a look at the lead scores to identify the qualified leads. Here’s how you can pass off the lead strategically.

  • Score the lead based on activity and ensure that they do not need further nurturing
  • Get accurate information on lead activity and background from the marketing team. Ensure that the information provided is accurate
  • Ensure lead research by the sales team as well. It will help you gather as much lead information as possible. Before scheduling a meeting, ensure you have vital lead information like their organization or business size and structure, revenue model, existing products/services, key decision makers, etc.
  • Ensure immediate initial contact of leads to avoid their return to the nurturing phase.
  • Motivate the sales team through incentives, encourage them to perform well, and follow up on leads more systematically and strategically.

Step 6: Track leads

Track and measure your leads throughout the sales funnel. Even though they are passed off to the sales team, keep tracking and evaluating as needed.The primary motive is to keep the leads moving through the sales funnel without being lost or sent back to the nurturing stage.

  • Measure sales performance
  • Measure marketing and ROI
  • Track leads throughout the sales cycle

Along with focusing on leads, evaluate your processes as well. Find out what works and what doesn’t so that you can wipe out the roadblocks and make the sales process seamless.7 Tips for Improved Lead Management

7 Tips to Improve Your Lead Management Process

Lead management is a complex process. And for those who haven’t tried it yet, it may be challenging to plan, manage, and optimize the entire lead management process.To help you, I have created a list of six tips to improve your lead management system process flow.

1. Start with buyer personas

Before anything else, craft your buyer personas. Create an avatar to list their most important characteristics or traits like;

  • Pain points
  • Industry
  • Age
  • Income
  • Job title

Creating a buyer persona will help you provide more targeted information to the prospects. At every step of the lead management process, you must use this persona to ensure that the prospect feels like your interactions are personalized and just for them.

buyer Persona

2. Personalize lead capture

Even though you create a buyer persona, you must know that no two leads are identical. So, to optimize your sales lead management, personalize the lead capture process. Here are a few quick ways to implement personalization.

  • Get AI chatbots at work. They are great at imitating real-life conversations. Moreover, they are quick to make prospects comfortable. FYI, 68% of consumers like talking to chatbots because they provide quick answers.
  • Use custom web forms for prospects at various stages of the sales funnel. Instead of using one standardized web form, create different forms for different portals of lead capture. For instance, let the form on the landing page be different from the form on the free-trial page because the visitors of these pages will be from various stages of the sales process.
  • Once you implement the lead capture method, evaluate it with a second method like A/B testing. Test the form fields, CTAs, and other elements of your web pages, optimize them, and make changes where required.

3. Score and prioritize leads

I have already mentioned lead scoring above. It is one of the most valuable and effective ways to improve your lead management process.Score the leads to rank them based on their sales readiness. Then, use our predetermined criteria for qualifying the leads as ready to talk to the sales team.Scoring helps with lead prioritization and also improves alignment between marketing and sales. It also streamlines the follow-ups with the right leads.

4. Craft targeted content for lead nurturing

Create targeted content for unqualified and qualified leads with low lead scores. These leads aren’t a great fit currently, but they can be sales-ready with proper nurturing. So, focus on the content you offer them.Run email marketing campaigns on autopilot. Personalize these emails and provide the right content based on their stage of the buying journey.For instance, if the lead is still in the initial stages, send them content that introduces your product and tell them how it can address their needs.You can also invest in webinars. Invite qualified leads and unqualified groups in separate sessions and provide them with relevant content. Delivering valuable information can help you build relationships and win their trust.

5. Maintain a clean database

Don’t make your sales team search for data when they need it the most. And prevent blunders like inaccurate lead information by cleaning your database.Maintain database hygiene and ensure that the information you have is accurate. Some good practices for cleaning data include:

  • Detailing hygiene protocols to your team. Mention how and when they should clean the database to maintain hygiene.
  • Getting a data analysis tool to identify duplicate entries – names or other information. Delete these entries monthly.
  • Implement automatic verification to ensure that the contact numbers and email addresses work.

6. Technology integration

Your lead management workflow can perform the best with tech integrations. Integrations play a massive part in optimizing your lead management process.So, invest in the right lead management automation software. It will help you capture, organize and update leads systematically.Also, lead management automation systems can eliminate the tedious and repetitive tasks often performed by sales reps. Thus, they can focus on lead interaction and conversions.

7. Create an ideal lead routing process

The process of passing qualified leads from marketing to sales is crucial. Here’s why-Website leads go cold within 90 minutes. Shocker!So, you must ensure that the lead routing process takes place faster than ever. Though a quick follow-up is fine, it isn’t enough. You must set up a detailed process for fast and efficient lead routing. There are two options here.

  • Either, establish a comprehensive service-level agreement (SLA) between marketing and sales outlining the procedure.
  • Or the best way is to implement lead management software like RevenueHero that guarantees instant real-time lead routing. The platform ensures routing the incoming leads instantly to the right sales rep based on predetermined criteria.

6 Benefits of using a lead management system

Here are six benefits you must know about if you’re still looking for reasons to implement a lead management system.

Efficient lead tracking

Keeping tabs on every lead is a daunting task. Also, it is hard to identify the leads that would convert. So, you need lead management software to make it easy for you to track leads.Lead management software ensures monitoring of every lead and their interactions with your website, thereby helping you optimize the experience for leads closer to converting.

Lead filtering

When you have hundreds or thousands of incoming leads, it is impossible to filter the high potential leads manually. Here comes the role of a lead management system.Lead management systems usually have a lead scoring feature that automatically assigns scores to leads based on their actions. Thus, you can identify the leads with high scores as the most potent ones. Further, you can also get insights into lead engagement from the scores. As a result, you can optimize your communication towards the highest score lead first.

Automate response

When your goal is to increase conversions, speed to lead is crucial. But responding to each lead manually may keep them waiting for long. So, automated responses to the lead’s queries work best here.One of the best advantages of implementing a lead management system is to respond to leads instantly with an automated email. Also, you can schedule lead nurturing emails and automate follow-ups.

Increased sales team’s efficiency

A lead management system can assist your sales team in the best way, resulting in the team’s increased efficiency.A lead management system keeps the flow of leads organized and helps optimize sale staff by instantly assigning the incoming leads to the right sales rep. Results? A highly efficient sales team.With the different features and capabilities of a lead management system, your sales reps can actually focus on converting more leads into customers. Also, they can customize their lead interactions based on lead insights and analytics.

Improved team coordination and collaboration

It is critical for your marketing and sales teams to be on the same page to create a smooth flow of the sales process.A lead management system ensures that the marketing and sales teams learn from the same datasets and work together harmoniously. Thus, both teams stay on the same page, and the risk of miscommunication reduces as well.

Improvise customer journey

A lead management system makes improving your buyer’s journey easier. With a lead management system's reporting and analytics capabilities, you can track your leads effortlessly and understand their interests better. Also, you can know your audience’s demographics in detail. Thus, you can improve and personalize your buyer’s journey based on these insights.

Lead Management Best Practices

Want your lead management process to work better for you? Then implement these best practices to achieve the best results!


Track lead sources to ensure productivity

Identify the lead sources that bring you the most productive sales leads. For instance, you may attract the best high-potential leads from your blogs and product videos as these contents are relevant to the target audience and deliver high value.You can leverage the relevant content to attract leads by protecting them behind a web form. That means to access the content; the prospect needs to fill out the form. Thus, you can record the lead information in your system.Even after attracting the leads, track them to find their type. Also, keep monitoring the leads after they purchase to understand their satisfaction and needs. These lead lessons will help you improve the process and make the sales cycle more efficient.

Map the sales process

As leads travel through the different sales process stages, map out how they are documented. Before you expect your lead management automation software to give the best results, define how the leads will be followed-up.Chalk out an ideal sales process before you begin changing your map. A benchmark or vision will help you achieve the perfect sales process.

Check and maintain data quality

According to a survey by Gartner, organizations believe that poor data quality is responsible for average losses of $15 million per year.Moreover, about 60% of the surveyed organizations have no idea how much bad data costs their business.To avoid such overwhelming losses, make small changes like monthly reviews and deletion of duplicate entries to improve data quality. It will help you;

  • Make better-informed decisions
  • Boost productivity
  • Improve customer relationships

Keep tabs on anonymous users

Anonymous visitors to your website can give you a lot of information. Although they may never fill out your form, you can track their IP address and location.The information about anonymous users can also help you determine whether or not you are getting the right people to your page or website.You can think of tweaking your message in social posts and ads if you have too many visitors and too few leads.

Important Lead Management Metrics

How to know if your lead management process is working or not? By tracking metrics!Here are the three most important metrics that indicate whether or not your lead management system is working.

1. Cost-Per-Conversion (CPC)

CPC tells you the amount spent to acquire a customer. You can calculate CPC by dividing total ad cost divided by the number of conversions.Your objective is to reduce this metric as much as possible without affecting the best outcomes. Ask yourself these questions when calculating the ad costs:

  • What total is spent on direct advertising like banners, PPC, etc.?
  • How many dollars/ hours were required to set up the initial lead generation strategy?
  • How many dollars/hours were spent on maintaining the lead generation effort or automation?
  • What are the other overheads (like additional sales reps, server costs, etc.)?

Addressing these questions will help you determine the balance between tactics that generate higher leads but are expensive and tactics that generate lower leads but are affordable.Balance both tactics can help you generate leads without spending massive amounts.

2. Conversion rates

Measure your conversion rates to evaluate the lead management process. But before doing so, set a benchmark conversion rate per industry standards.You can also set a conversion rate based on your past performances. For instance, if your previous year’s conversion rate was 5%, set a benchmark of 10% in the current year.To improve your conversion rates, there are a few things you can consider working on:

  • Tweak your ads. Make improvements.
  • Optimize your landing pages
  • Ensure lead nurturing at its best
  • Craft good CTAs

3. Average lead response time

Is your lead response time within 5 minutes? Or 30 minutes? Or do you take 24+ hours to make contact with your lead?To capture leads, you need to be fast. The faster you respond to your leads, the more likely they will convert.When a lead makes initial contact, try interacting with them within 5 minutes of contacting you. It is the golden window you must aim to achieve.Research says 78% of customers buy from a company that responds to their inquiry first. So, grab that chance and don’t let your competitors take over.

How to Choose the Best Lead Management Tool?

Getting the best lead management software is essential to make your lead management process seamless and efficient.Here are a few features you must look for when purchasing a lead management tool.

1. Automatic lead capture

Your lead management tool must be able to capture leads from various sources like websites, events, social channels, marketing campaigns, etc.If you have an existing list of leads, the best lead management tools help you import these and eliminate duplicate entries, thereby cleaning the data automatically.

2. Intelligent routing

The best lead management systems assign incoming leads to sales reps based on predetermined criteria.For instance, to assign leads based on geography, you can input the criteria in the software and get leads from a specific location given to reps from the same geographic area.

3. Track lead actions and schedule meetings

Tracking multiple leads manually is a big no-no. Lead management software can follow each lead seamlessly without your intervention. In addition, it helps sales reps to access previous records of interactions like meetings, phone calls, and emails and also reminds sales reps of follow-ups.

4. Sales metrics analysis

Your lead management tool must enable users to track significant metrics like conversion, close ratios, acquisition rates, sales cycle, etc.

Sales metrics analysis

It must also help users identify suitable lead sources, lead quality, and evaluate performance. Advanced tools can also help you discover trends and patterns in marketing processes.

5. Data security

Data security measures are a must in your lead management tool as lead data is highly confidential. You do not want it to land in the wrong hands or even internal teams. Hence, ensure that the tool has top data security protocols.

6. Integrations

The best lead management tools integrate with your existing tools, like CRM systems, product development platforms, etc. Your lead management system must connect to your existing software through native or supported APIs or integrations.

Top 3 Lead Management Tools in 2022

While many lead management tools are out in the market, I have handpicked the three best ones (with great difficulty!). Here they are:

1. Salesforce Sales Cloud

The lead management tool has one of the best features, a lead management software by Salesforce. It is best suited for enterprises that require advanced lead management features. The software nurtures leads, automates the sales process, and tracks the marketing ROI.Key features

  • Automatic lead scoring and routing
  • Tracking marketing campaigns
  • Rick activity timeline
  • Integrates with Outlook, Google apps, and several others.

Users can start with a 30-day free trial. But the price range of the software is relatively high. So, it seems to be a fit for enterprises or large-scale businesses.

2. RevenueHero

A sales acceleration platform, RevenueHero offers users the necessary lead management software features. The tool allows marketing and sales teams to qualify leads, route them in real-time, and schedule instant meetings.Key features

  • Third-party app integrations (Salesforce, Zoho, Mixpanel, HubSpot, etc.)
  • Schedule instant meetings
  • Real-time routing to enable sales reps to get into quick conversations and follow-ups
  • Qualify leads faster based on your qualification criteria
  • Lead prioritization

For pricing details, contact the RevenueHero team.

3. Apptivo CRM

Apptivo has several features, along with lead management. It can effectively track leads and manage them in a centralized database.Key features

  • Lead scoring
  • Instant report generation
  • Unlimited custom fields
  • Customizable views

Compared to Salesforce, the platform is affordable with a 30-day free trial and a free forever starter plan.I promise many lead management tools will be added to this list. Want a few more options? Check out here.

Time to Wrap Up!

I hope there’s no doubt regarding the importance of a solid lead management process.To stay ahead of the competition, you must (ASAP) implement a sales lead management process if you haven’t already. Once you implement the process, you can make continuous iterations to achieve perfection.Manage your leads efficiently; nothing can stop you from witnessing a massive surge in conversions and bottom-line revenue.

RevenueHero for lead management process

While several enterprises have leveraged the benefits of a lead management system, many small businesses are still unaware of the significance of a lead management process.Now that I have provided you with all possible details of a lead management process, you must consider planning and implementing one soon enough.To help you out, there are platforms like RevenueHero. RevenueHero is a lead conversion software that can make your lead management process a breeze. The platform has a few promising features, like instant scheduling of meetings and real-time lead routing, along with lead qualification and prioritization.So, once you start working with RevenueHero, nothing can stop you from creating a solid lead management process.Click to learn more.

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