Pipedrive CRM helps salespeople track and manage their sales pipeline and take actions to close the deal. While Pipedrive is a simple app that helps in streamlining the sales process, salespeople need something more. In a traditional workflow, marketing team runs campaigns which bring the leads. These leads are then transferred to Pipedrive from a spreadsheet or with a webform integration. Leads from other sources are uploaded manually.

The job of Pipedrive CRM is to manage leads in pipelines and leads progress through different sales stages until they are closed. Your reps are able to keep a tab of where each deal is on the pipeline and take appropriate actions to take them to the next stage. Businesses would usually use spreadsheets to get these leads to the CRM or make an integration with their lead generation form. Salespeople are then on their own to take these leads through each stage. This is fairly adequate if you have an outbound sales-heavy approach but businesses that rely on digital marketing or acquire leads/customers from their website can help sales reps with much more data that can significantly improve their closing rates. Imagine a scenario where your sales reps knew who are more likely to buy and what pain points they have and what interests them at the right times. This is what implementing lead tracking and lead scoring on Pipedrive will help you accomplish.

Do Your Sales Reps Have These Questions?

Depending on how your business operates, your sales framework, and the volume you work with, lead tracking and lead scoring can land anywhere between ‘good to have’ and ‘extremely important’. To figure this out, you need to answer these questions for yourself.

Standard:

• Do my sales reps need to call or email people who are not qualified and are wasting time? Can resource utilization be optimized by prioritizing leads who are more likely to buy?
• Do my reps need to work with a high number of leads? Would they be more productive if they could prioritize and spend more effort on high-intent leads?
• Is website activity important for sales? Will sales reps benefit from knowing what leads are doing on the website and when they are active?
• Would reps benefit from knowing when a lead is ready to be passed on to the next stage?
• Would reps benefit from knowing when a lead is ready to be pushed to the next stage?
• Is back and forth between sales and marketing teams affecting productivity?

Advanced:

• Can sending pipeline data back to marketing teams help us finetune our engagement?
• Do we benefit from personalizing our retargeting campaigns and email campaigns based on where leads are in the pipeline?
• Does marketing need sales data for closed-loop analytics?
• Do we need attribution for marketing events connected to revenue?

If your answer is yes to some of these, you need lead tracking and scoring for Pipedrive. And, Salespanel can help you.