Probably you will ask yourself if there is a need for another of these blog-posts?
It’s as simple as that:
It has happened to me again and again, that I had to recognize in discussions that many people are still not sufficiently informed about their leads.
In general, you can differentiate between the leads as follows:
Are you aware of your leads?
It is crucial to know which phase your lead currently goes through to provide your potential customers with the adequate content.
Let’s have a quick look at the different phases of your leads:
If you take e.g. a subscriber that you have just generated through your exciting blog content, he or she will rarely be ready for a sales pitch.
Who can blame him? He just wanted to kill his time with some blog articles.
However, the situation is quite different when it comest to Marketing Qualified Leads (MQL), that have already went through these early stages. They are usually prequalified by your marketing team and can be passed on to your sales force.
What does a qualified lead look like?
Nowadays there is more required to qualify a lead than just completing its contact details.
You have to capture social signals and track contents and behaviors on the website or landing page.
All these inputs inform you about your lead and whether it is ready to buy your product or not.