You can only nurture leads towards a buying decision if you fully understand their needs and know when and how to reach out.
A lead tracker with the right data capture provides that insight, allowing you to make informed decisions that benefit buyers throughout the sales process.
In this article, we’ll explain what a lead tracker is, provide a handy lead tracker template and show how using one to prioritize deals can help you close more deals faster.
A lead tracker is a tool businesses use to track sales opportunities, refine sales processes and maximize profitability by collecting data on each lead (e.g. name, location and contact details).
Many advanced lead trackers provide additional value compared to the usual spreadsheets, documents or software companies use because they include data like:
Most lead-tracking organizations use spreadsheets, documents or software to collect basic data on each lead, such as:
Many trackers go into more detail, where the real value lies.
Factors like estimated customer value, chances of conversion and forecasted close time help sales leaders direct reps’ attention towards easier or more valuable sales. Reps can then close bigger deals faster.
By analyzing lead-tracking data over time, you can also get answers to broader organizational questions like:
With this knowledge, companies can allocate resources more effectively (like doubling down on a consistently fruitful lead source) and spot valuable improvement opportunities across teams.
For example, if the quality of leads drops suddenly, it could show that a new marketing campaign isn’t working.
