7 Best Lead Management Software for Salespeople 2023

Learn about the best lead management software solutions for top sellers, including the pricing, features, and use cases for each.

Lead management software is a sales tool that helps sales professionals track, score, manage, qualify, and nurture leads, plus track communications and manage pipelines. The top lead management software offer features for contact management, email sequencing, sales forecasting, and workflow automation, among others. To help you choose the right solution, we’ve highlighted the best lead management tools plus their use cases, pricing, and more.

Here are the seven best lead management software for salespeople:

  • Freshales: Best overall for pricing and lead management features (free starting price)
  • Salesforce Sales Cloud: Best for advanced lead reporting (14- to 30-day free trial)
  • monday sales CRM: Best option for project management tools (free starting price)
  • Pipedrive: Best lead management software for a la carte add-ons (14-day free trial)
  • ActiveCampaign: Best lead management software for email nurturing (14-day free trial)
  • Zoho CRM: Best software option for multichannel lead management (free starting price)
  • HubSpot CRM: Best free lead management software with upgrades (free starting price)

How We Evaluated the Best Lead Management Software

To find the best lead management tool, we scored over a dozen popular CRM software using six weighted scoring categories and related subcriteria. We assigned each option subcriteria scores, which totaled an overall score out of five, with the software scoring the highest identified as our winner. Finally, we determined a primary use case for each tool that scored highly enough to make our list to help you decide if it’s right for your specific needs.

Evaluation Criteria

We first considered pricing and core features since these tend to be the primary considerations for salespeople and business owners when choosing a lead management platform. We then reviewed usability, with customer service, integrations, and customizations rounding out our evaluation.

Cost:
25%
Core Features:
25%
Usability:
20%
Customer Support:
10%
Integrations:
10%
Customizations:
10%

Note: All per-user prices are with a one-year commitment unless noted.

Although some lead management software that made our list scored highly in a given category, overall, we found that Freshales offers the best value for salespeople looking for a way to manage and distribute leads. Below, we showcase how each tool fared in regards to pricing, features, and primary use cases.

Freshsales: Best Overall Lead Management Tool

AI-assisted lead management software that excels at sales forecasting and predictive lead scoring.

Price Range: Free to $69 per user, per month (21-day free trial)

Overall Rating star-fullstar-fullstar-fullstar-full Cost star-fullstar-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-full Usability star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-full star-full Customizations star-fullstar-fullstar-fullstar-full

Pros:

  • Powerful AI for sales forecasting
  • No limit on users in free version
  • Email sequencing

Cons:

  • Needs more integrations
  • Data export feature is lacking
  • Resource-intensive for larger datasets

Freshales is a sales-focused lead management platform that has built-in sales features and CRM functionality and is ranked as our best overall CRM. It offers tools to help sales teams track and score leads and monitor activity in their sales pipeline. Freshsales is known for its Freddy AI feature, which performs sales forecasting and predictive scoring, making it a great lead management tool for teams that rely on accurate insights to make informed decisions.

While Freshsales tops our list of lead management software for salespeople, it is a little lacking in the integration arena when compared to other sales tools on our list. If you need more integrations for productivity or customer relationship management, consider Pipedrive.

Freshsales Pricing

  • Free Version: Support for unlimited users
  • Growth: $15 per user, per month
  • Pro: $30 per user, per month
  • Enterprise: $69 per user, per month
  • Free Trial: 21 days

Freshsales Key Features

  • Freddy AI: AI-based insights to help score leads and find the best deals to focus on.
  • Customization: Build custom landing pages and forms for higher lead conversions.
  • 360 View: View every interaction between sales, marketing, support, and the client.
  • Pipeline View: Create custom views to see active deals, roadblocks, and pending tasks.

Freshsales lead management software

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Salesforce Sales Cloud: Best for Advanced Lead Reporting

Popular CRM with advanced reports and dashboards that enhance lead, opportunity, and customer data.

Price Range: $25 to $300 per user, per month (14- to 30-day free trial)

Overall Rating star-fullstar-fullstar-fullstar-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-fullstar-full Usability star-fullstar-fullstar-full star-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-fullstar-full Customizations star-fullstar-fullstar-fullstar-fullstar-full

Pros:

  • Multiple sales pipelines
  • Advanced reporting & report sharing
  • High-level customizations for processes

Cons:

  • Requires Internet connection
  • Feature amount can be overwhelming
  • Glitches & errors are known to occur

Salesforce Sales Cloud is a customer relationship management platform with a focus on the sales pipeline and advanced reporting. Its feature set helps sales teams with every aspect of the lead management process, including lead creation, qualification, and nurturing. Most important, Salesforce can help you track the most impactful sales metrics to your team like follow-ups, conversions, and opportunities, then organize them into custom reports and dashboards.

Salesforce has a lot of features and integrations, so sales teams that are new to lead management software may find the options overwhelming. If you’re looking for a simpler solution that still offers robust sales features and reports, consider Freshales.

Salesforce Sales Cloud Pricing

  • Essentials: $25 per user, per month
  • Professional: $75 per user, per month
  • Enterprise: $150 per user, per month
  • Unlimited: $300, per user, per month
  • Free Trial: 14 to 30 days

Salesforce Sales Cloud Key Features

  • Lead Reporting: Real-time view of sales pipeline, accessible 24/7 from any location.
  • Process Automation: Visual drag-and-drop workflow tool to automate sales processes.
  • Lead Management: Track leads, optimize sales and social campaigns, and view deals.
  • Forecast Manager: Custom KPIs, forecasts, and real-time sales pipeline snapshots.

Salesforce Sales Cloud lead management software

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monday sales CRM: Best for Project Management

Visually-appealing software with sophisticated project management features.

Price Range: Free to $24+ per user, per month (14-day free trial)

Overall Rating star-fullstar-fullstar-fullstar-full Cost star-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-full Usability star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-full star-fullstar-full Integrations star-fullstar-fullstar-full star-full Customizations star-fullstar-fullstar-fullstar-full

Pros:

  • Project management features
  • Better visual cues
  • Plenty of customizations

Cons:

  • Task dependencies are lacking
  • Triggers can be limited
  • Pricing is costly for larger teams

monday sales CRM is a cloud platform offering both project and customer relationship management. It’s known for its visual appeal thanks to its color-coded, drag-and-drop dashboard features and 200+ easy-to-configure tacking templates with marketing, sales, and support teams in mind. The software excels at helping teams manage not just contacts, but project status as well, making it good for lead and post-sale activity tracking.

Task dependencies are lacking from monday sales CRM, so if they're vital to your team or sales management, we suggest looking at Salesforce, which has native time tracking features.

monday sales CRM Pricing

  • Individual: Free for 2 users
  • Basic: $10+ per user, per month
  • Standard: $14+ per user, per month
  • Pro: $24+ per user, per month
  • Enterprise: Contact for quote
  • Free Trial: 14 days

monday sales CRM Key Features

  • Team Goals: Manage sales quotas, measure wins, and track sales goals teamwide.
  • Automation: Automate status updates, notifications, and workflows code free.
  • Activity Tracking: Monitor sales activity like placed calls, meetings, and touchpoints.
  • Dashboards: Customize dashboards with color-coding or templates using drag-n-drop.

monday sales CRM lead management software

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Pipedrive: Best for a La Carte Add-on Features

Sales management software known for its individual add-ons and integrations and intuitive UI.

Price Range: $14.90 to $99 per user, per month (14-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-full star-full Usability star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-fullstar-fullstar-full Customizations star-fullstar-fullstar-full star-full

Pros:

  • Track & identify website visitors
  • Many third-party integrations
  • Easy to use & configure

Cons:

  • Customizations are not as strong
  • Some issues with email functionality
  • Lacking advanced reporting features

Pipedrive is an easy-to-use sales CRM with visual pipeline management tools and robust plans. It really shines with its a la carte add-ons, such as Web Visitors to identify your website visitors and their intent, LeadBooster to generate leads through web forms or a prospecting tool, and Campaigns to segment your leads, send them relevant nurturing emails, and track their engagement. With Pipedrive, you can pay only for the advanced features you need.

Pipedrive’s customizations can seem lackluster to some users, so if customizing dashboards, reports, and sales processes is vital to your sales process, consider Salesforce for your sales workflows, which offers advanced features in many of its tiers plus additional add-ons.

Pipedrive Pricing

  • Essential: $14.90 per user, per month
  • Advanced: $24.90 per user, per month
  • Professional: $49.90 per user, per month
  • Enterprise: $99 per user, per month
  • Free Trial: 14 days
  • Purchase add-ons like Web Visitors or LeadBooster

Pipedrive Key Features

  • Add-ons: Access LeadBooster, Web Visitors, Campaigns, Smart Docs, and/or Projects.
  • Third-Party Integrations: Connect with outside apps to further increase functionality.
  • Buyer Intent: Know which pages prospects view on your site to learn their intent.
  • Interest Data: Identify leads that grow “warm” based on custom criteria and filtering.

Pipedrive lead management software

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ActiveCampaign: Best for Email Nurturing

Email automation and marketing tool specializing in email sequencing and campaigns.

Price Range: $9.00 to $149+ (14-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-fullstar-full Usability star-fullstar-fullstar-fullstar-full Customer Support star-fullstar-full star-fullstar-full Integrations star-fullstar-fullstar-fullstar-fullstar-full Customizations star-fullstar-fullstar-full star-full

Pros:

  • Advanced email automation
  • User-friendly mobile app
  • Predictive scoring with win probability

Cons:

  • Styling forms requires CSS knowledge
  • Customer support can be lacking
  • Pricing based on number of contacts

ActiveCampaign is an email marketing platform that also has features for customer relationship management, contact management, and lead management. Segment your leads into lists, then set up email sequences based on custom criteria using ActiveCampaign’s templates or your own design. Additionally, you can set alerts so that when a prospect or lead performs an action, you can reach out to answer any questions or concerns while your company is top of mind.

Even though ActiveCampaign does support CRM tools and functionality, it's not the software’s primary function. If your team needs a sales tool with strong CRM features, we suggest you take a gander at Zoho CRM, which also has robust email nurturing tools.

ActiveCampaign Pricing

  • Lite: $9.00+ per month for 500 contacts
  • Plus: $49+ per month for 500 contacts
  • Professional: $149+ for 500 contacts
  • Enterprise: Contact sales for quote
  • Free Trial: 14 days
  • Additional contacts can be purchased for extra

ActiveCampaign Key Features

  • Email Nurturing: Advanced email nurturing features like email drip campaigns.
  • Win Probability: Predict wins and losses and sell based on odds of conversion.
  • Split Testing: Split test email automations to improve sales workflows and responses.
  • Lead Source: Uncover successful marketing channels (social, website, SEO, email).

ActiveCampaign lead management software

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Zoho CRM: Best for Multichannel Lead Management

Lead management tool with advanced features for lead management via various platforms.

Price Range: Free to $52 per user, per month (15- to 30-day free trial)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-fullstar-fullstar-full Core Features star-fullstar-fullstar-fullstar-fullstar-full Usability star-fullstar-fullstar-full star-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-full star-full Customizations star-fullstar-fullstar-full star-full

Pros:

  • Built-in social media manager
  • Multichannel marketing capabilities
  • Integrates with other Zoho products

Cons:

  • Slightly difficult learning curve
  • Features & tools can be glitchy
  • User interface is not intuitive

Zoho CRM is a marketing and sales software known for its powerful workflow automations. The idea behind the software is to allow sales teams to focus largely on nurturing leads, fostering relationships with prospects, and managing contacts. This is done, in part, thanks to its multichannel marketing features, which allow salespeople to foster relationships through social channels like LinkedIn, Facebook, and Instagram plus website chat, telephony, and email.

While Zoho CRM is great for multichannel marketing and sales, it can be slightly more difficult to learn than other options, especially for new users. If you're looking for a simpler option, we suggest Freshales, which also lets you engage clients via live chat, SMS, and more.

Zoho CRM Pricing

  • Free Version: Support for 3 users
  • Standard: $14 per user, per month
  • Professional: $23 per user, per month
  • Enterprise: $40 per user, per month
  • Ultimate: $52 per user, per month
  • Free Trial: 15 to 30 days

Zoho CRM Key Features

  • Multichannel Marketing: Engage prospects and leads across multiple platforms.
  • Social Media Manager: Built-in social media manager to post on social channels.
  • Enablement: Price quote generators, sales scripts, invoicing, and partnership portals.
  • Predictive AI: Zia AI assistant takes notes during conversations and predicts sales.

Zoho CRM lead management software

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HubSpot CRM: Best Free Lead Management Software

Free software with sales, service, and marketing features plus paid lead management upgrades.

Price Range: Free to $1,200 per month (Sales Hub)

Overall Rating star-fullstar-fullstar-full star-full Cost star-fullstar-fullstar-full star-full Core Features star-fullstar-fullstar-full star-full Usability star-fullstar-fullstar-fullstar-fullstar-full Customer Support star-fullstar-fullstar-fullstar-fullstar-full Integrations star-fullstar-fullstar-full star-full Customizations star-fullstar-fullstar-fullstar-full

Pros:

  • Free forever plan
  • Ample training resources
  • Built-in collaboration tools

Cons:

  • Additional costs for sales features
  • Lacks advanced reporting features
  • Limited customizations

HubSpot CRM is a free customer relationship management platform with additional upgrades available for advanced sales features. At the free tier, salespeople have access to sales, marketing, service, CMS, and operations features like deal pipelines, email marketing templates, live chat, and AI bots. Upgrading to the paid Sales Hub levels opens up other sales tools like reporting dashboards, automatic lead rotation, lead scoring, and sales forecasting.

HubSpot CRM is a great free option for sales teams and has many of the tools you might need, but adding sales features by upgrading to Sales Hub is costly. If you’re looking for robust no-cost sales and marketing tools and more affordable premium upgrades, we suggest Zoho CRM.

HubSpot CRM Pricing

  • Free Version: Support for unlimited users
  • Sales Hub Starter: $45 per month for 2 users
  • Sales Hub Professional: $450 per month for 5 users
  • Sales Hub Enterprise: $1,200 per month for 10 users
  • Additional users can be purchased for extra
  • Integration with free marketing, service, CMS, and operation platform tiers

HubSpot CRM Key Features

  • Lead Scoring: Customizable lead scoring rules based on your own needs.
  • Lead Rotation: Automatically rotate and route leads to team members.
  • Communication: Track conversations via live chat, social channels, or dialer.
  • HubSpot Academy: Access free sales and marketing courses and classes.

HubSpot CRM - Lead Management Software

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Bottom Line: Best Lead Management Software

The best lead management software and tools enable sales teams to nurture leads and keep conversations going, regardless of where they occur: email, social, chatbot, or telephone. When searching for a lead management solution, seek features that fit your sales team's needs, such as lead scoring, lead capture, and sales forecasting. Read our list of sales software for lead management and pick the one you think will help your team capture and nurture leads the best.

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