Example:
A visitor to your website is a reader.
If they leave their data to subscribe to your newsletter, they become a uae phone number list lead.
In terms of marketing, you do not yet know their degree of maturity to make a purchase.
You do not have enough information to determine what stage of the purchasing process they are at: understanding, identifying benefits, price, choosing the product, ready to purchase.
Definition of lead marketing: the qualified prospect
A qualified lead is a contact for whom marketing has identified a sales potential, known intentions and a context near or far from the sale.
The lead qualification phase is managed by marketing.
At each stage of the qualification process, in which the prospect becomes increasingly qualified, marketing monitors the degree of maturation of the qualified prospect to bring it to the final phase: setting an appointment or making a sales proposal.
Lead Qualification Criteria
An unqualified lead becomes a qualified lead when marketing gets, for example:
the age of the prospect, his professional qualification,
its purchasing power,
contact details,
the company's position in its market
signals on the company's development,
information on the prospect's needs,
the budget allocated to satisfy them,
expectations about your service or product,
the potential customer's choice of one of the packages offered, etc.
The sales lead
Once the leads are qualified, only the hottest prospects , those for whom marketing has identified a status with real sales potential, are passed to the sales team.
Salespeople are responsible for setting appointments and closing the sale (closing and signing), using the advanced knowledge provided by marketing, such as customer needs.
Also known as a sales lead or business opportunity contact, a qualified lead is defined based on the different criteria mentioned above.
Why is it important to qualify BtoB contacts?
By aligning marketing with sales, a company gains productivity:
Marketing qualifies contacts with sales potential,
Marketing nurtures contacts until they are ready to buy,
Salespeople focus only on the most promising prospects,
Sales staff have valuable data with which to persuade and personalize their offering,
the company does not waste time looking for contacts who are not interested in its offer.
Qualified Lead Generation: The Current State of Play
Lead Management Goals
According to Companeo's B2B Lead Barometer (2017 edition), the priority of decision makers (general management, marketing management, sales management and communication management) is to generate quality leads.
By this we mean that contact qualification is the main problem for all managers:
90% of decision makers want to increase quality,
72% want to increase volume,
70% want to reduce the cost of a qualified lead.
Evaluation criteria to measure the effectiveness of your actions
How do you evaluate your qualified lead generation efforts?
The 2016 Barometer of B2B Decision Makers, Enterprise@iProspect and Infopro Digital reveals the following practices:
42% of respondents evaluate the success of their actions based on the increase in the number of
