3. Lead qualification
Posted: Sun Feb 16, 2025 9:14 am
The truth is that not everyone who shows interest in our product or service will buy right away. In fact, one study found that only 5% to 10% of leads become successful for marketers, which is why we need to properly qualify our prospects.
At this point, “lead qualification ” comes into play . This is a procedure where a potential customer is evaluated to see if he or she is capable and ready to make the purchase. It occurs in 3 stages:
It starts when the user enters their data into our system;
The marketing team then checks to see if it fits the personality of our target audience;
The “case” is then passed on to the sales reps to schedule a call to discuss their needs and readiness to buy.
The outcome of this contact determines whether this person is a good fit and needs further follow-up, or not.
4. Lead nurturing
Lead nurturing is the process of sending relevant content to leads at different levels of the sales funnel.
In this case, as its name indicates, it will seek to provide data that users expect to receive in order to encourage the desire to buy.
5. Distribution of prospects
Lead distribution is the final step and involves assigning prospects to different sales teams.
This makes it possible to match potential customers with the right sales reps who have the skills and experience to handle them; this can be done through automation software , or manually.
What do lead scoring and lead nurturing have to do with this process?
To clarify this point, let's look at each one separately. You'll be impressed by what they both do to optimize lead management:
Lead nurturing
First of all, lead nurturing, as you may have noticed, is one of the key stages of the lead management process because, in a nutshell, we must give our prospects the information and content they want to obtain in order to take them to the end of the funnel.
And, 96% of visitors who arrive at a website are not yet ready to buy, so these actions are essential to encourage them to buy the product and foster leadership in your business.
On the other hand, among other important denmark phone number list points of lead nurturing for this process we find that:
Companies that excel at user nurturing generate 50% more sales leads, at 33% less cost.
Targeting users with content relevant to their position along the sales funnel produces high conversion rates of 72% .
Well-nurtured leads have a 23% shorter sales cycle.
Lead scoring
Lead scoring is the process of classifying a potential customer’s sales readiness using a predetermined methodology. It follows certain specific parameters.
First, we look to determine what criteria or data points indicate a sales qualified lead and then assign point values to each, ultimately leaving a final score for each lead.
Now, for lead management, a scoring system allows us to remove the subjectivity from this whole process and really understand which users have the best chance of conversion.
Ultimately, lead nurturing and scoring are two of the best ways to convert our buyer personas into Marketing Qualified Leads or Sales Qualified leads; this is why 74% of companies say that this conversion step is their top priority.
At this point, “lead qualification ” comes into play . This is a procedure where a potential customer is evaluated to see if he or she is capable and ready to make the purchase. It occurs in 3 stages:
It starts when the user enters their data into our system;
The marketing team then checks to see if it fits the personality of our target audience;
The “case” is then passed on to the sales reps to schedule a call to discuss their needs and readiness to buy.
The outcome of this contact determines whether this person is a good fit and needs further follow-up, or not.
4. Lead nurturing
Lead nurturing is the process of sending relevant content to leads at different levels of the sales funnel.
In this case, as its name indicates, it will seek to provide data that users expect to receive in order to encourage the desire to buy.
5. Distribution of prospects
Lead distribution is the final step and involves assigning prospects to different sales teams.
This makes it possible to match potential customers with the right sales reps who have the skills and experience to handle them; this can be done through automation software , or manually.
What do lead scoring and lead nurturing have to do with this process?
To clarify this point, let's look at each one separately. You'll be impressed by what they both do to optimize lead management:
Lead nurturing
First of all, lead nurturing, as you may have noticed, is one of the key stages of the lead management process because, in a nutshell, we must give our prospects the information and content they want to obtain in order to take them to the end of the funnel.
And, 96% of visitors who arrive at a website are not yet ready to buy, so these actions are essential to encourage them to buy the product and foster leadership in your business.
On the other hand, among other important denmark phone number list points of lead nurturing for this process we find that:
Companies that excel at user nurturing generate 50% more sales leads, at 33% less cost.
Targeting users with content relevant to their position along the sales funnel produces high conversion rates of 72% .
Well-nurtured leads have a 23% shorter sales cycle.
Lead scoring
Lead scoring is the process of classifying a potential customer’s sales readiness using a predetermined methodology. It follows certain specific parameters.
First, we look to determine what criteria or data points indicate a sales qualified lead and then assign point values to each, ultimately leaving a final score for each lead.
Now, for lead management, a scoring system allows us to remove the subjectivity from this whole process and really understand which users have the best chance of conversion.
Ultimately, lead nurturing and scoring are two of the best ways to convert our buyer personas into Marketing Qualified Leads or Sales Qualified leads; this is why 74% of companies say that this conversion step is their top priority.