Lead Nurturing and Prospecting – Deal with it!
Posted: Mon Dec 23, 2024 5:34 am
What exactly do we mean by Lead Nurturing and Prospecting?
Lead nurturing and prospecting are two essential parts of the lead generation and sales process:
Prospecting is the process of finding new potential customers (=Prospects). It involves identifying companies or individuals who could benefit from your products or services and then contacting them to learn more about their needs.
Prospecting aims to generate Sales Qualified Leads and opportunities/deals that can be converted into sales transactions.
For more detailed definitions, we use the following terms as a contact engages with you throughout the process:
Lead - A lead is an initial touchpoint within your sales funnel that has not yet been contacted or qualified by the sales team. Leads are typically generated through your marketing efforts, indicating some level of interest in your products or services. For example, they may have visited your website and downloaded one of your eBooks or whitepapers, but have not yet gone through the qualification process.
Marketing Qualified Lead (MQL) - A marketing qualified lead is a potentia how to get russian number for whatsapp customer who is interested in purchasing. To make this assessment, the marketing team analyzes the prospect's browsing history on the website and examines the key pages visited and the engagement demonstrated. Companies often assign a score to leads based on their website usage in order to prioritize and make the process more efficient. Accountability: Marketing.
Example: Someone who subscribes to your newsletter or blog, downloads an eBook, someone who opens your newsletter emails frequently and returns to your site.
Sales Accepted Lead (SAL) - An MQL that has been evaluated and deemed suitable for follow-up by the Business Development or Inside Sales team. SALs represent that inflection point in the sales process where it has been determined that an MQL could potentially be converted to an SQL. Delivery Responsibility: Business Development/Inside Sales.
Example: The individual above with a free email from a non-target geography does NOT become a SAL. The individual above with a target company/industry domain email in a target geography will.
Prospect - A sales prospect is a potential customer who has been qualified as meeting specific criteria that indicate a purchasing ability and likelihood.
Sales Qualified Lead (SQL) – Leads are confirmed to be SQL when your business development or inside sales team has made some form of contact and confirms that they are likely to make a purchase. Delivery Responsibility: Sales.
Example: The person above with a target company/industry domain email in a target geographic area turns out to be an intern working on a research project with no authority, need, or budget to purchase - would NOT become an SQL.
The person above with an email domain from a target company or industry in a target geographic area is a decision-making executive. Their LinkedIn posts suggest they are looking for a solution to support their growing business. This individual would become a SQL, and the sales team would take it from there.
Deal - In most CRM systems, the term "deal" is commonly used to refer to an opportunity to sell your products or services. The term "opportunity" is often used synonymously instead of "deal." Deals are created and entered into the sales pipeline ; the sales process begins. Delivery responsibility: Sales.
Lead nurturing is the process of building relationships with potential customers over time. It involves providing them with valuable content and information that helps them better understand their problems and how products or services similar to the ones you offer can help solve them. The goal of lead nurturing is to provide the sales team with a highly qualified prospect who can be supported in their intention to work with your products or services.
Lead nurturing and prospecting are complementary activities. Lead nurturing focuses more on long-term relationships, while prospecting focuses more on the short-term, identifying potential candidates for your company's services. However, both are essential to generating sales.
Lead nurturing and prospecting are two essential parts of the lead generation and sales process:
Prospecting is the process of finding new potential customers (=Prospects). It involves identifying companies or individuals who could benefit from your products or services and then contacting them to learn more about their needs.
Prospecting aims to generate Sales Qualified Leads and opportunities/deals that can be converted into sales transactions.
For more detailed definitions, we use the following terms as a contact engages with you throughout the process:
Lead - A lead is an initial touchpoint within your sales funnel that has not yet been contacted or qualified by the sales team. Leads are typically generated through your marketing efforts, indicating some level of interest in your products or services. For example, they may have visited your website and downloaded one of your eBooks or whitepapers, but have not yet gone through the qualification process.
Marketing Qualified Lead (MQL) - A marketing qualified lead is a potentia how to get russian number for whatsapp customer who is interested in purchasing. To make this assessment, the marketing team analyzes the prospect's browsing history on the website and examines the key pages visited and the engagement demonstrated. Companies often assign a score to leads based on their website usage in order to prioritize and make the process more efficient. Accountability: Marketing.
Example: Someone who subscribes to your newsletter or blog, downloads an eBook, someone who opens your newsletter emails frequently and returns to your site.
Sales Accepted Lead (SAL) - An MQL that has been evaluated and deemed suitable for follow-up by the Business Development or Inside Sales team. SALs represent that inflection point in the sales process where it has been determined that an MQL could potentially be converted to an SQL. Delivery Responsibility: Business Development/Inside Sales.
Example: The individual above with a free email from a non-target geography does NOT become a SAL. The individual above with a target company/industry domain email in a target geography will.
Prospect - A sales prospect is a potential customer who has been qualified as meeting specific criteria that indicate a purchasing ability and likelihood.
Sales Qualified Lead (SQL) – Leads are confirmed to be SQL when your business development or inside sales team has made some form of contact and confirms that they are likely to make a purchase. Delivery Responsibility: Sales.
Example: The person above with a target company/industry domain email in a target geographic area turns out to be an intern working on a research project with no authority, need, or budget to purchase - would NOT become an SQL.
The person above with an email domain from a target company or industry in a target geographic area is a decision-making executive. Their LinkedIn posts suggest they are looking for a solution to support their growing business. This individual would become a SQL, and the sales team would take it from there.
Deal - In most CRM systems, the term "deal" is commonly used to refer to an opportunity to sell your products or services. The term "opportunity" is often used synonymously instead of "deal." Deals are created and entered into the sales pipeline ; the sales process begins. Delivery responsibility: Sales.
Lead nurturing is the process of building relationships with potential customers over time. It involves providing them with valuable content and information that helps them better understand their problems and how products or services similar to the ones you offer can help solve them. The goal of lead nurturing is to provide the sales team with a highly qualified prospect who can be supported in their intention to work with your products or services.
Lead nurturing and prospecting are complementary activities. Lead nurturing focuses more on long-term relationships, while prospecting focuses more on the short-term, identifying potential candidates for your company's services. However, both are essential to generating sales.