Lead Management Software

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Lead Management Software Overview

What is Lead Management Software?


Lead Management software analyzes, qualifies, and cultivates incoming sales leads so they can be converted into new business deals. It is a critical subset of CRM (Customer Relationship Management) and a part of Marketing Automation. It is also known as customer acquisition management, contact management, or prospect management. Sales Pipeline software and Sales Intelligence software are related categories. Lead generation and lead capture capabilities are often included within lead management software.


Lead management systems bring in leads that have been captured from a variety of sources such as:

  • Campaigns

  • web forms and web cookies

  • purchased lists

  • social networking

  • Emails

  • Chat

  • quote requests


It moves the leads through qualification and nurturing until they are ready to be turned over to a sales rep to close the deal.


The platform collects intelligence about leads, scores them, and tracks them. The leads are categorized; sorted by legitimacy and priority. For each category, guidance is provided on the best way to follow up with the lead and convert them into customers. This information allows marketers to understand which tactics bring in the highest quality leads, which sales strategies are effective, and which stages each lead must pass through before becoming a customer.

Lead Management Software Features


Most lead management platforms will include the following features:

  • Campaign Management

  • Customer Interaction Tracking

  • Automated Data Collection and Management

    • Forms

    • Customer Profiles

  • Lead Capture and Source Tracking

  • Lead Qualification and AI-Powered Scoring

  • Lead Segmentation and Prioritization

  • Sales Team Routing Rules, Distribution, and Tracking

  • Lead Nurturing

  • Prospecting Tools and Sales Tracking

  • Analytics / Forecasts / Reporting / Custom Dashboard

  • Third-Party app integration

Depending on the product, lead management may be cloud-based or web/browser-based. They are generally supported by Windows, Mac, Android, Linux, and iOS systems.


Lead Management Software Comparison


To choose the appropriate set of tools, first assess the complexity of your sales process, the number of leads generated, the size of your sales team, and the opportunities for future growth.


Before purchasing lead management software consider whether your requirements dictate that it be part of a CRM system, a marketing system or work best as a standalone option.


For businesses where the customer relationship ends with a sale, a pure lead management system is sufficient. For businesses where it is important or necessary to continue the customer relationship after the sale, a CRM system would be a better choice. Lead management software may also be a better fit for smaller businesses that aren’t yet ready for a larger and more complex CRM system.


If you’re considering leveraging your CRM system as a lead management tool as well, note that some CRM systems are especially geared towards and effective for sales, while others are tailored to support specific industries.


Evaluating which of the many available features are required will narrow your product choices.


Factor in training, ease of use, and the amount of time it will take to get up and running with the software. Cloud-based options are usually quicker to implement.


Pricing Information


A basic subscription plan ranges from $12 to $40 per user, per month, when billed annually. Advanced versions with greater functionality and CRM capabilities can cost up to $200 dollars a month, per user.


Some vendors require that you request a pricing quote, others offer free trial or limited capability free versions.


Support is usually included in the pricing; however, some vendors require an additional fee for premium support.


Lead Management Products

(1-17 of 17) Sorted by Most Reviews

monday.com

monday.com

Customer Verified
Top Rated
Starting Price $0

monday.com Work OS is an open platform designed so that anyone can create the tools they need to run all aspects of their work. It includes ready-made templates or the ability to customize any work solution ranging from sales pipelines to marketing campaigns, CRMs, and project tracking.…

Key Features

  • Team Collaboration (982)
    91%
    9.1
  • Task Management (995)
    90%
    9.0
  • Resource Management (868)
    75%
    7.5
SharpSpring

SharpSpring

Customer Verified
Starting Price $399

SharpSpring is presented as a comprehensive revenue growth platform with robust sales and marketing automation features, functionality and performance. SharpSpring boasts one of the most flexible platforms on the market, with behavior-based email marketing, native or 3rd party CRM…

Key Features

  • List management (441)
    87%
    8.7
  • Lead scoring and grading (432)
    84%
    8.4
  • Email deliverability reporting (757)
    78%
    7.8
Quickbase

Quickbase

Customer Verified
Top Rated
TRUE
Starting Price $600

Quickbase aims to empower businesses to quickly turn ideas into applications that make them more efficient, informed, and productive. The vendor’s value proposition is that by using Quickbase, anyone — regardless of technical background — can quickly create business apps they can…

Key Features

  • Platform Scalability (85)
    77%
    7.7
  • Reusability (90)
    76%
    7.6
  • Platform User Management (90)
    73%
    7.3
Insightly

Insightly

Customer Verified
Top Rated
Starting Price $29

Insightly is an online CRM solution targeted at small and mid-sized businesses. It also provides project management, workflow automation, and reporting capabilities, along with 3rd-party integrations.

Key Features

  • Customer data management / contact management (299)
    87%
    8.7
  • Integration with email client (e.g., Outlook or Gmail) (281)
    85%
    8.5
  • Task management (287)
    82%
    8.2
Salesforce.com

Salesforce

Customer Verified
Top Rated
Starting Price $25

Salesforce is a web-based CRM application that enables users to forecast revenues and track leads. It is a leading sales, service, and marketing app. Salesforce.com's Sales (CRM), Service, Platform and Marketing applications are designed to help companies connect with customers,…

Key Features

  • Customizable reports (153)
    83%
    8.3
  • Customer data management / contact management (159)
    81%
    8.1
  • Opportunity management (155)
    80%
    8.0
HubSpot CRM

HubSpot CRM

Customer Verified
Top Rated
Starting Price $0

HubSpot CRM aims to enable users to organize, track, and build better relationships with leads and customers. Users can manage contacts in a customizable database while running sales, marketing, customer service, and content management. HubSpot is a CRM platform that connects seamlessly…

Key Features

  • Customer data management / contact management (219)
    88%
    8.8
  • Integration with email client (e.g., Outlook or Gmail) (215)
    85%
    8.5
  • Workflow management (208)
    79%
    7.9
Keap (formerly Infusionsoft)

Keap

Customer Verified
Starting Price $199

Keap is a small business-focused, comprehensive sales and marketing platform which combines basic contact management, CRM, marketing automation, and e-commerce capabilities into a single, subscription-based SaaS product.

Key Features

  • List management (65)
    88%
    8.8
  • Email deliverability reporting (113)
    74%
    7.4
  • Standard reports (64)
    73%
    7.3
Zoho CRM

Zoho CRM

Customer Verified
Top Rated
Starting Price $14

Zoho CRM is a simple, very low-cost CRM option for the smaller end of the SMB segment. The product has several useful integrations with other products, including QuickBooks, and Google Apps and Google Docs. The product also has an integrated project management module.

Key Features

  • Lead management (59)
    87%
    8.7
  • Customer data management / contact management (62)
    81%
    8.1
  • Workflow management (58)
    78%
    7.8
Pipedrive

Pipedrive

Customer Verified
Top Rated
Starting Price $9

Pipedrive is a customer relationship management (CRM) software built to help small teams to drive sales.

Key Features

  • Opportunity management (59)
    87%
    8.7
  • Pipeline visualization (60)
    86%
    8.6
  • Custom fields (57)
    81%
    8.1
Freshworks CRM (formerly Freshsales)

Freshworks CRM (formerly Freshsales) is an all-in-one sales CRM software with features like built-in phone and email, lead scoring, visual sales pipeline, reports and dashboards, automations, and mobile apps, ensuring that sales reps do not have to juggle between multiple tools to…

Key Features

  • Pipeline visualization (49)
    90%
    9.0
  • Customer data management / contact management (50)
    87%
    8.7
  • Integration with email client (e.g., Outlook or Gmail) (49)
    81%
    8.1
LeadSquared

LeadSquared

Starting Price $125

LeadSquared is a marketing automation and CRM platform. It includes landing pages, email marketing, lead management, analytics, connectors, and WordPress Plugins.

Key Features

  • Standard reports (39)
    99%
    9.9
  • Dashboards (39)
    99%
    9.9
  • Email deliverability reporting (75)
    91%
    9.1
Really Simple Systems

Really Simple Systems is a customer relationship management (CRM) software deployed via cloud with built-in features like email marketing, pipeline management, and case management.

Key Features

  • Custom fields (14)
    83%
    8.3
  • Customer data management / contact management (16)
    81%
    8.1
  • Interaction tracking (14)
    73%
    7.3
Zendesk Sell (formerly Base CRM)

Zendesk Sell

Starting Price $19

Zendesk Sell (formerly Base CRM) is a CRM that aims to give reps access to integrated tools that provide the full context of a customer account. This keeps them in the loop and allows them to capitalize on opportunities. Zendesk Sell can be extended with Reach, a lead generation…

Key Features

  • Integration with email client (e.g., Outlook or Gmail) (16)
    64%
    6.4
  • Interaction tracking (16)
    63%
    6.3
  • Custom fields (16)
    59%
    5.9
Copper (formerly ProsperWorks)

Copper

Starting Price $25

Copper (formerly ProsperWorks) is a customer relationship management (CRM) built as an integration into Google Apps.

Key Features

  • Custom fields (13)
    80%
    8.0
  • Pipeline visualization (13)
    77%
    7.7
  • Mobile access (13)
    73%
    7.3
Apptivo

Apptivo

Starting Price $10

Apptivo provides small and medium sized businesses with applications that include CRM, project management and invoicing solutions.

CloudTask

CloudTask

Starting Price $10,000

CloudTask is a B2B Lead Generation company headquartered in Miami Beach helping SaaS companies drive revenue growth through teams of sales development professionals.

Zymplify

Zymplify

Starting Price $649

Zymplify is a (SaaS) company headquartered in Northern Ireland, that provides marketing automation and lead generation solution to B2B customers, globally.

Frequently Asked Questions

What does Lead Management Software do?

Lead management software guides you through the steps that convert leads into sales. Leads are brought in, recorded, qualified, prioritized, nurtured, and distributed to sales teams. Its analysis and intelligence gathering capabilities help create more effective sales strategies and fine-tune your lead management operations.

What are the benefits of using Lead Management Software?

There are several important benefits of using Lead Management Software:

  • Increases the number of leads generated
  • Increases customer acquisition and engagement
  • Improves lead processing efficiency
  • Centralizes all information about customer activities, interests, and leads
  • Prevents redundancy, filters out duplicate leads
  • Defines and controls lead workflow, tracks the lead, and highlights active leads
  • Predictive analysis/forecasts and real-time reporting
  • Improves sales and marketing team coordination


How much does Lead Management Software cost?

Pricing can be as low as $12 per month, per user for basic lead management software plans. More advanced plans can cost upwards of a couple hundred dollars a month when included as part of a robust CRM offering. Some vendors offer free trials or free versions with limited functionality.