Frequently Asked Questions

• What is lead management?

  Lead management is the strategy that sales teams use to understand which stages of the pipeline their deals are in. This  helps sales teams know whether a lead or prospect is on a path to closing. Many companies choose to use software that streamlines this process, leveraging automation to move leads through the sales process with workflows and targeted marketing.

  With HubSpot’s lead management software, your team can eliminate manual lead tracking and replace it with a fully automated system. Instead of wasting time on manually triggering workflows and data entry, your team can use the platform to view all leads in one place and take action on them as needed.

• What makes HubSpot’s lead management software popular?

  Popular features of HubSpot ‘s lead management software include:

  • Engage with your leads from within your CRM contact record
  • Automatically update the lead record as soon as a call or email takes place
  • Record all of your customer calls from within your browser and log them directly to the contact record
  • Make use of templates and automation to make customer follow-up easy
  • Understand performance at a macro and micro level with built-in team-wide analytics 
  • Keep your database clean and tidy without cobbled data quality software

• What’s the difference between lead management and pipeline management?

  Both lead management and pipeline management are terms used in sales and marketing to refer to the activities involved in turning prospects into customers. However, there are some nuances that differentiate both terms:
  
  Lead management is a concept used to describe the process of capturing, managing, and tracking potential clients. This process includes lead generation marketing campaigns, lead scoring, and follow ups. 
  

  Pipeline management refers to the process of managing the entire customer journey, from first-touch to check out. Pipeline management involves tracking prospects at each phase of the sales process. Data-driven pipeline management can help sales leaders identify roadblocks in their approach and capitalize on opportunities.
  
  HubSpot's Smart CRM includes free features to help you manage leads and take control of your sales pipeline.  

• How much does HubSpot’s lead management software cost?

  HubSpot’s lead management tools are is available in multiple HubSpot products, and you can get started with them for free. If you’re looking for more advanced features to help automate and scale your lead management, HubSpot also offers premium features in the Starter, Professional, and Enterprise editions of our products.

• How much time does it take to implement lead management?

  It depends on whether you’re already using a lead management system. If you need to undergo data migration or have a complex or large amount of data to move over, your implementation time may increase. On the other hand, most teams with a short sales cycle also have a very rapid implementation period for lead management software.

  For companies that have never done any lead management, the implementation is seamless — the only thing you need to set up before getting started is access for your team and information about their specific roles.