Of course, there must be a “but” because the discussion of “what is a lead” keeps many people awake at night all over the world. Especially if they work in sales and marketing departments.
If we assumed that every e-mail or phone number sent to you via a form on a website is a lead, then marketing employees would open champagne at every opportunity. After all, they are the ones who attract customers, and the sales department is unnecessary, because it only signs contracts and collects all the fame, right?
On the other hand, we have the sales department that complains that the forwarded contacts are not interested in buying at all, “. As a result, salespeople don’t call back contacts and lose business opportunities.
These errors include Gleanster Research, which claims that:
- Only 25% of the leads obtained are actually suitable for transfer to sellers.
- Salespeople make an average of process Phone Number List will1.3 contact attempts before abandoning a lead.
- As a result of poor coordination of sales and marketing departments, companies lose 4% of revenues annually.
Types of leads and inbound marketing
To settle this age-old argument, I would like you to look at the inbound marketing methodology table below . As you can see, your potential customer’s digital journey goes through different phases – from stranger to brand ambassador.
Each of these phases has its own specificity, and each potential customer can be in a completely different place in the decision-making process.
The fact that a stranger downloads your e-book does not mean that you need to send them a detailed offer or call them right away. The idea of inbound Optin List marketing is to skillfully recognize what phase of the entire process a potential customer is in. Provide him with appropriate content, and contact only when the lead is ready for it.