If your company has an active inbound marketing campaign then you probably have to handle a lot of leads.
You probably also know that handling leads properly takes up a lot of time, so it isn’t always the most efficient practice to have expensive salespeople managing and qualifying leads, especially at the first interaction.
So what can you do?
Artificial Intelligence (AI) and Machine Learning(ML) may have the answer, with lead management systems becoming the go-to for businesses that want to scale their inbound sales pipeline.
In this article, we’re looking at lead management system Conversica and comparing two alternatives, Exceed.ai and Drift to help you decide which is right for your company.
The problem with lead management
Engaging with customers quickly is really important as it can be the difference between a qualified lead and a customer who buys from your competitors.
In a study a few years ago, Harvard Business Review showed that companies that get back to inbound leads within an hour are seven times more likely to convert the customer and 60 times more likely if they leave it for 24 hours.
Now let’s be brutally honest here – if you don’t engage with your customers quickly enough, they aren’t going to take the initiative to follow up with you a week later; they are going to engage with, and most likely buy from, your competitors (assuming they have a faster response rate.)
When considering the costs of attracting inbound leads it seems…