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Lead Management and Lead Nurturing.


Over the last 20 years, Concept has become a leader in B2B sales development with a proven track record in lead management and lead nurturing. Our sales development representatives (SDRs) know how to build relationships with cold and warm leads. Concept partners with businesses across various industries to help them manage their leads – whether those leads are in the top-of-funnel or middle-of-funnel stage.

What is Lead Management?

A tried-and-true process honed by Concept, lead management occurs when an SDR progresses a lead through the sales funnel, converting it into a sales-qualified lead (SQL). Once the lead is qualified, Concept’s SDR hands it off to your sales reps to manage the deal.

Concept’s SDRs can be the front lines of your sales team. Our goal is to generate sales-qualified leads for your sales reps and provide quality leads that convert to closed deals on a much shorter timeframe. Our SDRs research and engage both prospects and, dormant customers, through various contact methods including cold emails or cold calls while also qualifying and nurturing inbound leads. Once a lead meets the SQL criteria, our SDR’s goal is to book a meeting with the prospect to allow your salesperson to present the solution and close the deal.

What Is Lead Nurturing?

Lead nurturing takes lead management to the next level and truly helps take marketing-qualified leads to sales-qualified leads and ultimately to closed deals. Identifying which leads to nurture at every stage of the customer journey allows Concept to move leads through your sales pipeline.

Although some leads require more nurturing than others, basically all of them will need more than one interaction before converting into customers. However, you need to make sure you tailor your nurturing activities to match a lead’s current needs and stage in the buyer journey.

Why Lead Management Matters to Your Business

Why is selecting a partner to outsource your lead management and lead nurturing to important for your continued growth? There are several factors to consider that you may face if this crucial part of lead management is ignored:

Missed opportunities

When you fail to effectively manage or nurture your leads, you are missing an opportunity to maximize interactions and establish a relationship with your prospects at all phases of the buyer journey.

Low conversion rates

Utilizing lead management services and software allows you to to better segment leads from your inbound or outbound marketing efforts. Without visibility into lead sources and a dedicated focus to lead management, you will see lower conversion rates because you’re not optimizing your sales funnel.

Harder to close

Poor lead management or lead nurturing processes ultimately translate to poor quality leads. If you don’t understand your buyer persona or their buyer journey, how can you effectively communicate with new leads and help guide them through their process? A good sales lead management partner can help you identify better leads, hone your sales process, and produce better results.

The Concept Difference.

Concept is a unique sales development and marketing agency. We specialize in helping our clients track all leads through the entire sales funnel. At Concept, we connect all sales and marketing efforts back to actual closed deals and prove true ROI. Whether your organization is looking for the people, process, or technology to grow your sales development and marketing efforts, Concept is here to help.