Leads become customers, so an efficient way to manage leads is crucial to a sales-focused organization. Lead management features let users reach out to current and potential clients to nurture relationships. Users can also use CRM to capture leads from multiple channels like inquiry forms, sponsored ads, the company website, etc.
These leads are automatically assigned and distributed to the appropriate sales reps, saving time, reducing data entry and streamlining the process. Users can track interactions with individual leads or groups of leads. Pipeline management features help identify problem areas and ideal next steps, improving sales performance and sales rep efficiency.
The CX Cloud Suite from Oracle provides end-to-end lead management capabilities from lead generation to order processing. It helps sales reps source quality leads from multiple marketing channels like campaigns, newsletters, web forms and more.
This CRM solution helps users to build effective lead scores by analyzing buyer behavior and intent, as well as run multiple lead scoring models on a single contact. It offers a traditional, rule-based approach for lead scoring by using profile criteria and engagement criteria to evaluate leads and offer corresponding scores. It then facilitates regular lead follow-up for alignment with sales targets.
Oracle CX Cloud Suite also provides complete visibility into pipeline performance, thereby helping sales representatives make informed decisions and work towards better sales productivity.
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Oracle’s Eloqua product provides robust lead management capabilities
Salesforce Sales Cloud provides a robust lead management functionality that allows users to generate and capture leads from email campaigns, newsletters, web forms and other sources.
The solution facilitates accurate contact information and helps users set up automatic lead routing to analyze lead progress through pipeline tracking, territory management, hierarchy relationships, etc. Users can then assign and allocate leads to the respective sales representatives across territories and product expertise.
Salesforce Einstein, a machine learning and AI-based tool, brings intelligence to lead management activities. It provides lead scores based on lead conversion patterns and shows opportunity scores based on account history and activities. It also improves the accuracy of sales forecasting, automates syncing of emails and calendar events with Salesforce, and automates the entry of contacts and contact roles into Salesforce.
Between Oracle Sales Cloud vs Salesforce, both offer comprehensive lead management modules. However, Salesforce’s Einstein tool gives it the win for lead management.